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Job Description
Key Accountabilities
Outcomes this role delivers
Outcomes this role delivers
- The five financial measures delivered on the pursuits solutioned, signed and then realized.
- A proposition the client recognizes as solving their problem, not a list of du Tech capability.
- Solutions du Tech can execute on the scope, timeline, revenue and margin signed.
- An estimate of record on every pursuit, complete, dated and auditable.
- Clients who keep this role in the room after award, because delivery went as designed.
- Obtain a written, dated estimate from Delivery, Operations and every partner before anything is proposed, and record it in the bid file.
- Negotiate partner and OEM estimates rather than accepting them. Test them against the market.
- Never cut the delivery estimate to meet a price. Change the scope, or decline the pursuit.
- Submit every cost case at or above the approved margin floor, with any exception approved in advance.
- Freeze the solution and cost case before the Delivery Assurance Review. Any change reopens the approval.
- Author the technical and commercial proposal, including the pricing structure. Approval authority sits with Pricing, Finance and the Deal Committee.
- Get the sales intelligence before design starts and withhold solution effort until it arrives.
- Capture the client's evaluation criteria and weightings before writing anything.
- Design to the federal regulator: the UAE Cyber Security Council, NESA, TDRA and the Central Bank.
- Design to the emirate authority: the Dubai Digital Authority and DESC, Abu Dhabi's Department of Government Enablement, and the Sharjah Digital Department.
- Design to the industry regulator: the health authorities for healthcare and the financial regulators for banking. State the compliance position in the proposal.
- Propose one recommended solution supported by evidence, not a menu of options.
- Design end to end across the du Tech portfolio and the partner ecosystem and hold the master integrator position where du Tech primes.
- Design the revenue, milestone and consumption profile so the money can actually be collected.
- Design and cost a paid proof of value where the client needs evidence before committing.
- Explain the solution so a non-technical executive can repeat it accurately in their own words.
- Provide delivery oversight, not delivery. Act as the client's technical advisor under the direction of the account owner.
- Give advice and guidance to the client, and to Delivery, Operations and the partners, so that what was designed is what gets built.
- Attend the delivery governance forums agreed for each engagement and escalate any deviation from the design.
- Hold the oversight commitment agreed for each engagement: enough presence to add value and earn trust, no more.
- Hold artificial intelligence at mastery level, deep enough to be taken seriously by a client architect.
- Advise clients on what artificial intelligence changes in their business: process, cost base and customer experience.
- Design artificial intelligence into solutions with the same rigour as any other domain, covering data readiness, model choice and cost to run.
- Write sales plays from what each pursuit teaches, so a proposition proven once can be sold again.
- Contribute reusable assets each cycle: plays, reference architectures, blueprints and estimation models. An asset counts once somebody else uses it.
- Design the Alloy architecture for each new client across compute, network, storage, security and management.
- Maintain the documented Alloy technical position: realm architecture, tenancy model, permitted shapes and isolation.
- Prepare the competitive response against AWS, Azure, Google Cloud and Oracle direct.
- Deploy to client premises after award to support consumption of the contracted capacity.
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- The five financial measures on the pursuits solutioned: total contract value, margin, revenue, revenue collected against milestones, and consumption against plan.
- Technical win rate: share of bids solutioned that pass technical evaluation.
- First pass quality: share of deliverables passing solution assurance without major rework.
- On time submission: proposal, high level design, bill of quantities and statement of work delivered by the internal deadline.
- Margin quality at submission: cost cases at or above the approved margin floor.
- Estimate of record completeness on every pursuit, internal and partner alike.
- The target against each measure is set annually in the individual performance objectives, not in this job description.
- Bachelor's degree in engineering, computer science or a related technical field.
- Current certification in cloud, security or architecture from a recognized vendor or body.
- Minimum 5 years in presales, solution architecture or technical consulting on enterprise and government pursuits.
- Has designed end to end solutions spanning more than one vendor and held the integrator position.
- Has negotiated partner and OEM scope and price, not only received it.
- Practical, current use of artificial intelligence in solution design and proposal work.
- Has stayed with an engagement through delivery, not handed it over at signature.
- Turns a technical position into a business case a client executive can act on.
- Writes to a standard that wins, under a fixed submission date.
- Holds a technical objection with evidence at the moment it is raised.
- Commercially literate: cost stacks, margin, consumption economics and total cost of ownership.
Skills
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Important dates & deadlines?
Application Deadline
03 Nov 26, 01:34 PM IST
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