IBM Solution Architect, Lead to Cash in Philadelphia, Pennsylvania
IBM is looking for high caliber individuals to join our Cognitive Process Services (CPS) business, as a Lead to Cash Solution Architect.
CPS combines process, people, and technology transformation with an outsourced delivery model to create significant client business value across the front and back office. Our solutions provide services to clients leveraging automation, AI and data science digital assets that result in value far beyond traditional labor arbitrage
Solution Architects are responsible for generating high levels of client satisfaction by developing proposals for client pain points in both Request for Proposal (RFP) format and non-RFP format. In both formats, Solution Architects will be expected to interact with clients at CXO level and with the client’s appointed Third Party Advisor, where applicable, to shape and present the most appropriate solution for the client problem that differentiates IBM from its competitors.
As part of proposal development, Solution Architects will be responsible for leading and designing CPS
Lead to Cash solutions for existing or prospective IBM clients, working closely with the appointed IBM Sales Lead. In this capacity, Solution Architects will often manage ad-hoc solution/proposal teams, bringing together experience from across the different areas of the IBM business. The role is hands-on and requires a personal contribution to the detailed design of the proposed solutions, particularly with respect to the solution elements requiring expertise in the following areas: Lead to Cash processes; Shared Services best practice; IT enablers, Lead to Cash digital transformation and transition of work from clients to IBM delivery centers around the world.
We also seek specialist skills and experience in the key industry sectors of Financial Services, Communications, Distribution, and Industrials to provide tailored industry solutions.
Solution Architects will be expected to share the knowledge and experience gained on every assignment with other members of the Lead to Cash Solutions Practice (e.g. through posting of proposal and solution materials to shared data repositories).
Solution development covers the following areas:
Scope definition and alignment to the win strategy themes as agreed with the Sales leads.
Lead client discovery sessions / workshops, mutual value discovery and yellow pads, orals
Definition of the proposed service delivery model and Target Operating Model (including benchmarks, governance, delivery organization design, process re-design, and IT solution design etc.)
Writing of the solution proposal and presentations for senior level client stakeholders
Understanding of all technology assets and ability to select the right assets for each client and design the right architecture; this includes the ability to work with Technical Architects to put forward a best in class architecture for the digitally enabled BPO solution.
Oversee response process (delivery input on service levels and statement of work, Legal's input on commercials, challenge responses, process subject matter experts content, technology / tools input)
Risk definition and development of mitigation strategies
Evaluation of potential and savings (including transformation savings)
Oversee Transition strategy definition and planning
Cost and Business Case development, analysis and coordination
Securing required approvals
Articulation of IBM’s value proposition and points of differentiation
Validation of assumptions and proposed solution in Due Diligence activity and refinement of the solution, based on the findings from Due Diligence, if appropriate.
Engagement handover to the Transition and Delivery team and Lessons Learnt
Site visits - prepare delivery, participate in visits
Lead reviews (pre-solution review, solution review with other geographies, Process owner reviews, global solution reviews (cost sign off)
Required Technical and Professional Expertise
Excellent client facing skills (in particular the ability to clearly articulate the value and rationale of the proposed solution in written, presentation and oral formats)
Consulting or Shared Services/ Business Process Outsourcing experience at a senior level in with a focus on Transformation, with demonstrable improvements in process redesign
Ability to build lasting relationships with clients at Executive level – a trusted partner
Capability to develop solutions within a complex and demanding environment
Able to challenge the existing solution standards and drive the evolution of our offerings to digitally enabled BPO services
At least 5 years experience in Sales or at least 5 years in delivery of outsourcing engagements
At least 2 years experience in selling outsourcing and/or consulting
2 years experience as a Solutions Architect in the outsourcing industry
Preferred Tech and Prof Experience
- Strong technical skills with Excel, PowerPoint and Word
IBM 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.
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