Solutions Architect – Identity and Access Management - Remote

Position: Solutions Architect – Identity and Access Management Solutions

Location: Remote

Responsibilities:

• Involved from Deal Qualification to Contract Signature, Sales to Delivery Handover and for a limited period in the execution to provide continuity
• Responsible for development of the end-to-end solution (Transformation, Transition and Run) covering multiple service lines and/or technology domains
• Owns internal stakeholder management and visibility of core solution related metrics to approvers
• Supports Sales Lead in pre-qualification activities, including ROM costing and early solution shaping as appropriate
• Develops solution & response strategy, standard versus non-standard approach, aligned to the sales strategy. Clearly communicates to all bid team members.
• Ensures all client requirements are analyzed and distributed for solutioning, without gaps or duplication
• Designs the solution and ensures the relevant solution artefacts are completed in line with global process
• Excellent understanding of the competitor landscape, providing insight into the sales plan on how to beat competition
• Provide expertise on commercially structuring deals to differentiate from the competition
• Works with Deal Analyst to set up commercial modeling tools and create pricing structure; communicates structure & tagging strategy
• Reviews and inputs to the contract schedules, SoW and SLA among other documents
• Supports Tower Lead with 3rd parties’ direct engagements when needed
• Contributes to proposal writing and guides the bid team on alignment to sales strategy, themes, scoring mechanism
• Ensures Solution Approval in a timely manner
• Leads the solution team in all client facing interactions
• Supports Commercial Lead with negotiation of solution related schedules (SoW, SLA etc.)
• Manages solution team and ensures solution related deliverables are completed
• Identifies and adds to the response and other capabilities that will bring value to the opportunity and/or show Capgemini capability
• Ensures the solution and commercials are sustainable for the future, with ability to grow and upsell
• Identifies and documents potential areas for upsell that have been discussed with client and handover to Account Team

Skills & Experience

• 10 Years of Experience in Leading Small/Medium/Large (5M-100M ) Multi tower complex presales initiatives in areas of Cybersecurity, especially Identity and Access Management (IAM).
• Primary skills – Identity governance and administration, privileged access management, access management, consumer identity & access management, authentication (multi-factor authentication, biometrics), cloud IAM
• Secondary skills – Managed security services including data security, network security, application security, user security, endpoint security, cloud security, Security governance risk management and compliance
• Customer engagement
• Client facing skills having executive client-facing experience
• Able to articulate both transformational and managed services elements of deals
• Strong presentational and communication skills; ability to lead / anchor client conversations; ability to pitch at right depth to different internal/external audiences
• Ability to articulate value, benefits, storyline to client
• Strong writing skills

Management:

• Leadership of the solution team on deal; ability to coach, steer, challenge, guide – support in case of challenges or if tower lead is struggling
• Strong team leader to manage and coach team through tough deadlines
• Stakeholder management, engagement and socialization; Senior solution leads have strong skills in handling organizational conflict across various parts of Capgemini
• Proficient in the Pre-Sales Solutioning Process lead by 3rd Party Advisors

Technical/Portfolio:

• Must have a good understanding of Identity and Access Management platform framework and functions
• Must have sound knowledge and hands on technical experience with multiple IAM vendors including top enterprise players like Okta, Sailpoint, Forgerock, RSA, CyberArk, Microsoft, etc.
• Must have good knowledge and experience with cloud-based Identity & Access Management and also experience with SaaS, PaaS type service capabilities
• Must have application integration experience and knowledge with variety of platform

Commercial:

• Ability to link technical aspects of solution with commercial response
• Ability to understand contracts & schedules and ability to draft solution related contract schedules
• Risk identification, treatment and management
• Negotiation skills (including with subcontractors)

Financial:

• Support Client business case creation
• Support price shaping, benchmarking, pricing models
• Cost analysis, drive competitiveness
• Cost breakdown & what-if analysis

Key Words: Sales Engineer, solution architect, solution engineer, solutions engineer

Candidates should be flexible / willing to work across this delivery landscape which includes and not limited to Agile Applications Development, Support and Deployment.

A global leader in consulting, technology services and digital transformation, Capgemini is at the forefront of innovation to address the entire breadth of clients’ opportunities in the evolving world of cloud, digital and platforms. Building on its strong 50-year heritage and deep industry-specific expertise, Capgemini enables organizations to realize their business ambitions through an array of services from strategy to operations. Capgemini is driven by the conviction that the business value of technology comes from and through people. It is a multicultural company of 200,000 team members in over 40 countries. The Group reported 2017 global revenues of EUR 12.8 billion (about $14.4 billion USD at 2017 average rate).

Visit us at www.capgemini.com. People matter, results count.