Pre-Sales Enterprise Solution Architect - Insurance Vertical - (U.s. Based; Remote)

• The Enterprise Solution Architect creates and defends the overall solution and its deliverability in the dimensions of business requirements, domain, technology, services, resources, timeline and costs including managing the solution Governance cycle.
• The Enterprise Solution Architect ensures the end to end architecture / solution responds to the business requirements of the customers in the most cost-effective and innovative manner. Their goal is to deliver an architecture that supports the most efficient and secure IT environment meeting a company's current and future business needs.
• This involves building up an understanding of the stakeholders requirements, defining and improving the solution process and pre-sales processes and evaluating business value, building business cases; whilst ensuring compliance with the company and, for existing customers, the account standards.
• They will be engaged in high value complex deal and solutions, providing vision, direction and management usually to one or more large and complex solution teams resulting in solutions that are compelling, profitable and deliverable.
• The Enterprise Solution Architect is an influential and customer-facing role, whose primary focus is to build credibility with the customer, both for the proposed solution and Cognizant.

Customer Focus

• Analyzes and interprets customer business needs and frame their requirements in terms of Cognizant’s portfolio solutions
• Supports contract negotiations
• Presents Information in a compelling and concise manner at executive leadership
• Presents and negotiates the solution with customer (from operational to CxO level)
• Customer stakeholder mapping and management
• Maintains positive client relationships
• Works closely with customers to ensure a clear understanding of their business priorities and needs

Solution Focus

• Creates solution cost model to commercial management standards
• Appoints and manages solution architects (from different practices / spokes) to deliver an integrated end to end solution which fits with the customer needs and requirements
• Specifies all assumptions & ensures appropriate clarification with the customer
• Leads the collection of customer specific data (e g due diligence) to validate solution accuracy
• Explains and presents the “big picture”, including aspects of workforce re-utilization after people take over
• Ability to foresee and identify risks and mitigates the same while defining the solution.

Price & Cost Focus

• Represent Cognizant with Industry Analysts like ISG, KPMG, Deloitte, and other TPAs as needed
• Strong commercial acumen – Understanding of various models to determine Target pricing, estimates costs, data analytics; creates Assumptions and Risks and guides the team for Price & Cost Architecture.
• Participates and contributes to the Price to Win and Win to Deliver processes
• Create Business Case, understands mechanisms of how to create Savings Potential Estimation for the customer, Creates financial pictures of Rough Order of Magnitude & Top Down Pricing Allocation; Understands how to do a Solution based cost Scaling, Service Parameter Modelling (specially for scenarios where it is end to end IT outsourcing including Apps/infra elements) and understands Cost drivers within Cognizant

Outcome

• Contributes to the development of the contract solution statements of work and contract schedules including SLA's
• Responsible for the overall solution and its deliverability in terms of business, services, technology, resource, timeline and cost/ business case
• Embeds appropriate innovation in the solutions proposed to the customer and propose alternate models
• Responsible for maintaining Win Rate

Experience

• Is able to lead large and complex Application and Infrastructure Outsourcing Opportunities
• Good understanding of the new age offerings across digital transformations including cloud, IoT, Mobile, etc.
• Experience in working with top players in the respective industries
• Has an overall Industry experience of at least 15 years, and leading Large Solutions for at least 5+ Deals (> $50 Mn) in the last 5 years including Insurance / NA clients
• Industry / Domain experience in Insurance domain with additional exposure in BFS / Retail / Media / MLEU would be a plus
• Comes with Industry experience including experience in Sales, Delivery, Pre-Sales and Solution management functions
• Experience in building complex commercial models & business cases

Business & Soft Skills

• Negotiation and problem solving skills with Senior Management, procurement and CxO levels
• Is able to create Risk Management Simulations with several hypothesis
• Good understanding of Cognizant way of selling is a plus
• Is Data Driven and is able to interpret Numbers - financial, operational, SLA performances
• Excellent Presentation & story telling skills.