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IntroductionAt IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.Your Role and ResponsibilitiesThe Senior Solutions Architect will play a critical role in driving IBM’s Risk and Compliance growth through the development and execution of pre-sales activities, resources and deliverables. The Senior Solutions Architect is responsible for leading the sales pursuit and solution development process in capturing and closing complex business opportunities. Working in close collaboration with Sales, Operations, Quality Assurance, SMEs, Finance, Project Management, Implementation and other support functions, the Senior Solutions Architect will orchestrate and enable wins in both competitive and non-competitive proposal situations, and lead local and virtual deal teams through closure and handover to the Implementation team. The Senior Solutions Architect is accountable for comprehensive, end-to-end bid and proposal preparation for assigned proposals.Principal Responsibilities:
Assembles and leads local and virtual deal teams, including Sales, Operations, Quality Assurance, SMEs, Finance, Proposal Writers, Legal and other support functions
Leads development of proposals and contracting, including allocating specific tasks and responsibilities to all local and virtual team members and inspecting team work products to ensure quality control, consistency and clarity of key messages
Designs solution and develops solution materials, timelines and process flows in conjunction with Operations, Quality Assurance, SMEs, and others
Schedules and facilitates meetings for constituents to secure consensus and materials leading up to and including bid tollgates
Develops and manages the bid development project plan, including setback schedules, to ensure all internal, partner and customer deadlines are met with sufficient time allowed for ensuring iterations and high quality work output
Champions joint team efforts and constantly improves the quality and inter-working of pursuit teams
Archives relevant materials and approvals to standard repositories and contributes relevant information for Sales reporting during the bid process
Contributes to ongoing process improvements process and provides input to the development of best practice, repeatable bid management processes
Ensures root-cause analysis is conducted, where appropriate, and corrective action plans are followed through with learning applied for future benefit
Manages pursuit within the framework of defined standard processes and templates
Leads bid pursuit teams to successful contract close and prepares hand off materials for Implementation.
Ensures applicable service/operating procedures and practices are in compliance with industry standards and relevant regulations/laws.
PromRoWRequired Technical and Professional Expertise
Minimum of seven years of experience in a pre-sales solutions design role, with business-process outsourcing experience required.
Prior experience in the Financial Services industry with a strong understanding of Regulatory Compliance and/or Risk Management subjects. AML subject matter expertise a strong plus.
Ability to independently lead client facing sessions including Promontory introductory sessions, discovery exercises, proposal presentation and sales closure negotiations
Experience in creating and delivering proposals, RFP’s, SOW’s and pricing models.
Influential presentation, communication and client relationship skills.
Demonstrated understanding of the sales cycle.
Preferred Technical and Professional Expertise
Ability to work independently; take initiative; and adapt to change.
Strong processing and analytical skills with the ability to analyze large amounts of data, decipher higher risk attributes, and handle appropriately.
Strong project management skills, with the ability to multi-task and thrive in a fast paced, high intensity, high demand and deadline driven environment.
Demonstrate a strong sense of urgency by responding immediately to escalated issues and rapidly changing priorities.
Must possess critical thinking, analytical and problem solving skills to be used in operational planning and evaluation.
Highly motivated and innovative leader who is able to drive others in consensus and collaboration.
Ability to deal with highly confidential information in a professional manner.
Experience with Business Process Management/Work Flow Management systems.
Prior experience leading virtual teams required.
About Business UnitIBM Industry Platforms provides a range of strategic technologies to remove much of the cost and complexity of delivering core business functions. By delivering artificial intelligence, analytics, security, blockchain and cloud technology as a service, and in a complete platform tailored to the needs of each industry, IBM helps clients become more customer-centric, balance costs and mitigate risk.Your Life @ IBMWhat matters to you when you’re looking for your next career challenge?Maybe you want to get involved in work that really changes the world? What about somewhere with incredible and diverse career and development opportunities – where you can truly discover your passion? Are you looking for a culture of openness, collaboration and trust – where everyone has a voice? What about all of these? If so, then IBM could be your next career challenge. Join us, not to do something better, but to attempt things you never thought possible.Impact. Inclusion. Infinite Experiences. Do your best work ever.About IBMIBM’s greatest invention is the IBMer. We believe that progress is made through progressive thinking, progressive leadership, progressive policy and progressive action. IBMers believe that the application of intelligence, reason and science can improve business, society and the human condition. Restlessly reinventing since 1911, we are the largest technology and consulting employer in the world, with more than 380,000 IBMers serving clients in 170 countries.Location StatementFor additional information about location requirements, please discuss with the recruiter following submission of your application.Being You @ IBMIBM is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
