Solution Development Leader

We Believe in Better!

We are a global information technology company that builds high-performance, security-centric solutions that can help change the world. Enhancing people’s lives through secure, reliable advanced technology is our vision.

At Unisys, we believe in better! Here, you have the opportunity to learn new skills, apply your expertise, and solve complex problems with cutting edge technologies and solutions. You are part of a global diverse team that supports you, drives change, and delivers successful results consistently.

Our associates are at the forefront of everything we do, driving our clients’ successes while giving back to communities and making this world a safer and more secure place to live and work. Our success is a direct result of the work of our people who live and breathe our Core Beliefs. Simply put, we believe in better lives. Join us!

Learn more about Unisys and our key solution offerings: Unisys, Stealth™, CloudForte®, InteliServe™

What success looks like in this role:

Summary

This role will manage 2 functions:

Solution Management

Directs all activities, plans and policies related to the organization’s marketing activities, defining marketing programs and solutions, as well as monitoring performance against goals. Responsible for directing the development of company market requirements for specific product(s) or product line(s) , services and solutions portfolios. Monitors the development of marketing programs and solution plans, managing lifecycles, and product/solution positioning in the market place. Typically directs activities such as market research, brand/product/solution management, advertising and promotion, analyst relations and engagement, and new product/solution development. May have responsibility for a market segment, product line, specific geography or channel. Report revenue responsibility of the incumbent as opposed to the total revenue of the incumbent’s unit.

Solution Design/Architecture

Responsible for working with Unisys clients to design and implement solutions related Unisys portfolio offerings. These solutions cover a broad range of partner products that Unisys offers its clients and requires an architect with a broad range of knowledge, a high level of experience, and the ability to apply that knowledge and experience to quickly adapt to changing customer needs and an evolving set of solutions. Responsible for pre-sales account base growth (expansion work - expn). Assignments will include work on cutting-edge projects in a highly technical, dynamic, complex and fast-paced organization. May lead a regional team of architects.

Key Responsibilities

Solution Management

• Provides strategic direction for a set of solutions and/or service lines/capabilities across the BU or segment; drives market assessment; and determines priority areas that fulfill BU or segment strategic direction.
• Leads definition, development, and delivery of a set of innovative solutions leveraging emerging tools and technology in the marketplace. Develops new offerings/capabilities, including documenting customer requirements to R&D, and project manages overall solutions readiness.
• Manages the total lifecycle of existing solutions and services to meet annual revenue and margin targets
• Ensures solutions are customer-centric and competitively differentiated with the goal of driving the business towards winning profitable work. Provides the team with strategic direction and ensures external market intelligence drives solution definitions from active external thought leadership/participation.
• May develop marketing strategy and programs for taking solutions to market through direct management of Segment Marketing/Opportunity or Pursuit Opportunities in partnership with Segment Marketing teams.
• Ensures channel availability and readiness for all solutions in the portfolio.
• May engages Segment Marketing/Opportunity (through direct management or partnership) for annual planning to deliver business objectives. Delivers key solution plans and marketing; oversees and provides input to marketing plans for the solutions set; and provides solutions support for external constituencies (e.g., customers, analysts, etc.)
• Interfaces at executive level within Unisys, customer organizations, alliances, and industry influencers.
• Interfaces with sales, marketing, operations, innovation and as well as alliance and market management positions.
• Interfaces with finance, legal, procurement, and enablement teams.
• Influences, establishes, and drives organizational performance and direction for area of responsibility.
• Leads and mentors others to accomplish broad functional and cross-functional goals at a global or regional level.

Solution Design/Architecture

• Collaborate with and advise members of sales teams on solution features, architectural issues, implementation considerations, cost elements and effort estimates.
• Analyze and evaluate client requirements against Unisys portfolio offerings and architecting those requirements into a competitive solution.
• Provides technical input into bid proposals, projects and technical documents within the sales process, and identifies additional sales opportunities with existing customers
• Demonstrates the organization’s products at customer sites
• Collaborates with sales teams to develop and recommend products and services to meet customers’ requirements
• Maintains up-to-date and comprehensive knowledge of the organization’s and competitors’ products and/or services
• Analyze detailed client business process, software, application, ITO and/or infrastructure requirements (RFPs, RFIs).
• Guide the proposed technical solutions through the Unisys Deal Review Board for approval
• Lead or support architectural and/or solution reviews.
• Lead or support strategic planning activities and business case development for client engagements.
• Architect a solution using appropriate portfolio offerings with design elements that allow integration into client environment.
• Support the development of cost elements and resource estimates as well as solution models.
• Refine and optimize architectural models.
• Adhere to appropriate Unisys processes, architectural artifact requirements and the Unisys End-to-End Service Model.
• Make architectural decisions about how solutions should be designed and implemented
• Act as an expert on business processes, software and applications, and/or IT infrastructure and infrastructure management.
• Coordinate architect resources to develop the solution architecture for high complexity opportunities.
• Present solutions to internal and client stakeholders.
• Focus on key new logo or new scope deals
• Provide client-facing support to develop multi-faceted, integrated horizontal solutions that enable desired business outcomes
• Disruptive on key new logo or new scope deals via a conversation-based approach (exemplify Power Messaging)
• Engage early (pre-DR1) via Global Pursuit Process (Business Development Manager) to help shape and develop win strategy
• Bring accountability for the conceptual solution design, forward-looking innovation plan, traceability to client requirements, solution proposal development, orals presentations, and client pricing
• Host client innovation workshops
• Drive adoption of Standard Baseline Offerings
• Provide closed-loop feedback to portfolio
• Support Bid Manager for the initial pursuit budget estimation, determining appropriate resources for the pursuit.
• Participate in the Win Solution Lab Sessions, defining the high-level design of the solution, including price to win analysis.
• Ensure required documentation and parameters are available to develop the technical design of the solution.
• Build the business solution to address the client’s issues, requirements, financial objectives for the entire integrated solution and finalizes the pricing in collaboration with the Bid Financial Manager (BFM).
• Attend the DR1 and DR2 Reviews as required by the Governance Model. -Support Sales Team, as required, Client Reviews, and Presentations (Orals).
• Supports Sales Team in contract negotiations.

You will be successful in this role if you have:

• Requires a Bachelor’s degree and minimum of 15 years experience.
• Experience with multiple roles in Product and Solutions Management, Solution Design/Architecture and complementary experiences in Market management and strategic planning recommended.
• Experience managing large teams.