Job Description

Profile description for Global Solution
Architecture (GSA) Technical Solutions
pursuit Coach - Large & Standard Deals:
The Technical Solutions (TS) Coach is a professional responsible for providing
review, support and pursuit (submission) content oversight for both reactive and
proactive client proposals mainly revolving around themes like Managed Services
construct, rate cards, vendor consolidation, offshore capability center setup through
BOT (Build-Operate-Transfer), cost optimization, operating model transformation etc.
Selected candidate should be able to independently review each assigned client
RFP/RFI and work with the lead Solution Architect (SA) to gain a full understanding
of the client's bid request/requirements, client expectations, stated objectives and
evaluation criteria. Then working with the SA and help build a framework and
approach for not only a technically sound solution built by the GSA team but also
focusing on Cognizant competencies and differentiators to create a compelling and
competitive solution proposal.
The GSA technical solution should dovetail to the overall pursuit sales strategy that
is set by the sales/pursuit leads. The TS Coach will support the sales leads as they
develop the overarching sales strategy. This will ensure that the GSA team then
follows and supports with a technical solution that maps to the win themes and
executive summary that is developed.
The TS Coach should also have a solid and robust background of technology
landscape elements, platforms, architecture patterns, frameworks, tools, processes
etc. to be able to understand and support complex, strategic and multi service line
pursuits.
Technical Solution Coach
Key Responsibilities
Support the Solution Architect in helping to define, develop & build a strong,
compelling and winning technology solution approach that addresses the
client pain-points by translating a strong understanding of the customer
business context that was stipulated in the RFP/RFI
Support the Global Large Deals (GLD) team that comprises the sales
leadership for the pursuit (those pursuits >$50M TCV) by engaging in kickoff
calls and helping to contribute ideas and craft meaningful win themes and
strategic approach that help build a construct for the GSA team to follow.
Cognizant ConfidentialPage | 1
for GSA team - Solutions Pursuit Coach
Work to support both Large (>$50M TCV) and Standard technical ($5M-$50M
TCV) pursuits.
Coordination with the GSA technical lead and support them to ensure timely
and high-quality technical proposal content, review of GSA material and
response submission for the technical solution component of the overall bid
response.
Lead and contribute to the crafting of differentiated and winning technical
solutions approach for customers that introduce and establish new ideas,
outcomes, metrics etc. via Cognizant technology solutions into their business
and IT environment that are impactful to client evaluation criteria.
Good understanding of various industry trends, concepts, opportunities,
threats & constraints so that where appropriate, you are able to recommend
innovative ideas to bolster the technical solutions.
Support and review the content developed by the lead SA for the planned
technology solution that aligns with the larger pursuit engagement model.
ensure the GSA team is positioning a solution that helps build upon and
states a narrative that supports the sales and strategy overarching pursuit
themes.
Collaborate with the respective BU lead (from GSA), the SA and other sales
stakeholders as needed to ensure the most optimum, creative and
differentiated technical solution is meeting and exceeding the pursuit strategy
and framework approach for the bid.
Support the SA and GSA team in the client pursuit from inception through to
shortlist, orals preparation and final BAFO submissions. Basically support the
assigned RFP/RFI through entire life cycle of the pursuit.
Candidate should also possess the following soft skills necessary to
orchestrate and support technical solution team.
oAbility to independently work to read/review and understand client
RFP/RFI and be able to articulate and discuss key pursuit tenets that
can help build a technical solution approach with the lead SA.
oHelp to assist/support and resolve solution bottlenecks with the lead
SA.
oAbility to actively participate and/or lead a discussion to ensure
consensus within GSA and then set and agree to the technical solution
framework approach that aligns to the overall sales/strategy objectives.
oClosely work with markets / accounts, GLD (sales) teams, as required
in supporting the lead SA, to align overall technical response with client
expectations
Cognizant ConfidentialPage | 2
for GSA team - Solutions Pursuit Coach
Required Capabilities/Skills /Years of Experience
10+ years of experience in working in business development, bid
management, pre-sales, sales, or outsourcing services creating robust
information technology solutions for large, complex and strategic clients.
Candidate has preferably worked at large or midscale professional services
company.
Excellent understanding of entire pursuit RFP/RFI lifecycle.
ability to independently read, review and digest the client issued RFP/RFI.
then participate/lead a discussion with the lead SA to establish an overarching
construct of the following: client objectives, solution tenets, evaluation criteria,
industry insights, innovative ideas for solution approach etc.
Experience in supporting full deal lifecycle from bid submission to preparing
for down select and orals preparation and presentations.
Experience in providing thought leadership, innovative ideas and out of the
box thinking when developing differentiated technical solutions approach.
Experience in Cognizant processes is a plus.
Experience in client presentations and creating storylines that are relevant to
the client bid objectives.
Hands-on experience with responding to complex RFP, RFI, and proactive
proposals.
Experience in supporting in the development of complex IT solutions with lead
solution architects.
Experience in translating client business and IT requirements into an overall
technical approach
Experience in evaluating technologies for their appropriateness to proposed
solutions, including assessing their strategic and/or tactical benefits to the
overall bid submission.
Experience in building effective relationships with a wide range of technical
and non-technical peers.
Ability to support US based work hours.
Education
Minimum of xxx University degree - NOTE for the offshore team, can you
please fill this in as appropriate. I am not familiar with similar fields/degrees to
the USA. Thinking the candidate should have minimum of Bachelor of Arts
(BA), or Business Degree?
Proficient in English

Skills Required