Lead Deal Architect

The RoleAs Lead Deal Architect you will shape and win Getronics’ most significant managed service and outsourcing deals, typically £5m to £40m Total Contract Value (TCV). You will own the solution from the first customer conversation through to contract signature and handover to delivery, lead the solution team on each bid, and help set the standard for how the Deal Architecture team designs, costs and presents solutions.This is a senior, customer-facing role for an architect who is as comfortable challenging a cost model or a contract schedule as they are leading a customer workshop or presenting a business case to a board.The Deal Architecture TeamThe Deal Architecture team sits within Sales Enablement and is responsible for designing innovative solutions that meet customer business needs and win new and renewal business. The team is supported by Technical Specialist Architects, Bid Management and Pricing Consultants amongst other broader business units.The team works closely with the Global Portfolio team, which defines and drives portfolio improvement as Getronics leverages its global capabilities, and those of its GWA partners, to stay relevant to its customers.Role PurposeYou will be engaged on opportunities from inception to conclusion. That starts with supporting Business Development leads to qualify and scope deals, then designing the solution, building the cost and risk models, gaining internal approvals and presenting to customers, and finishes with contract schedule revision, negotiation and a clean handover to delivery.You will design outsourcing and managed service solutions that drive growth by winning new business and retaining existing customers through renewals. As a Lead, you will also guide other architects and bid contributors, own the technical integrity of the solution through Getronics’ internal governance and approval stages, and contribute to the reusable patterns and standards the Deal Architecture team uses.Key ResponsibilitiesDeal leadership and solution designAnalyse and break down customer RFIs and RFPs, translating business requirements into a solution that you design, cost and take through internal approval before customer presentation.Lead the solution on each bid as a core member of the bid team, working in close partnership with the Business Development lead, Bid Manager, Pricing Consultant and Technical Specialists.Direct and challenge the technical contributors on each proposal to ensure the content builds a winning, deliverable solution.Own the overall solution story, ensuring customer requirements are met or exceeded and that Getronics’ differentiators are clear.Lead internal solution workshops with Pricing, Bid Management, Service Delivery and Subject Matter Experts (SMEs) to ensure the best solution architecture is adopted.Author solution documents and contribute to bid responses.Design the transition and transformation approach for each solution alongside the Project Manager and ensure a clean handover to delivery.Commercial and financialDrive the cost and risk models for each deal, owning the financial model where required.Shape the commercial construct of the solution, including service levels, service credits and pricing approach.Create and edit contract service schedules and support contract negotiations, including TUPE considerations.Customer engagementWork with Business Development to propose proactive customer engagements outside formal buying processes.Work collaboratively with customers to understand their buying criteria and business strategy, translating them into architectures and designs.Lead customer workshops to build solutions collaboratively with the client, and present solutions and business cases to senior and board-level stakeholders.Leadership and innovationGuide and mentor other architects and bid contributors as well as sharing good practice across the Deal Architecture team.Bring innovation that differentiates Getronics from its competitors, including transformation-led propositions.Support the development of new portfolio offerings and propositions with the Global Portfolio team.How Success Is MeasuredWin rate on qualified opportunities against team targets.TCV won and retained through new business and renewals.Deal margin at contract signature against the approved bid margin.Solutions that transition into delivery without material re-solutioning or unplanned cost.Feedback from customers, Business Development and delivery stakeholders.Skills and ExperienceEssential8+ years as a Service, Deal and/or Solution Architect on multi-discipline managed services and outsourcing opportunities.A proven track record of leading the solution on deals of £5m to £40m TCV, including multinational deals.A broad and in-depth understanding of at least three of the following areas:Service DeskDigital Workspace, including End User Computing, Unified Communications and Microsoft 365Multi-cloud, including private and public cloud platforms and virtualisationNetwork ServicesSecurity ServicesIT Managed Services, including ITIL processes and frameworkThe ability to take a set of business requirements, typically from an RFI or RFP, and turn them into a costed solution that passes internal governance and is presented to the customer.Financial fluency, including P&L, TCO, ROI, cost analysis, financial statements and building financial models.Commercial and contractual knowledge, including creating and editing contract service schedules, service levels and service credits, and TUPE awareness.Experience of designing transition and transformation plans.Experience of presenting detailed business cases at board level.Experience of guiding or mentoring other architects or bid contributors.Good market knowledge across business sectors, including competitor offerings.Experience of managing multiple customer engagements concurrently.Practical use of AI tools to speed up RFP analysis, drafting and solution modelling.Excellent presentation skills, with an advanced understanding of PowerPoint, Word and Excel.DesirableUnderstanding of Field Services, including deskside support, break-fix, and spares and logistics.Understanding of Business Applications, Software Asset Management and SIAM.Working knowledge of how solutions are delivered through different models, such as onshore, offshore and cloud.Experience of customer due diligence and incumbent transition on outsourcing deals.Experience of bidding into the public sector.PRINCE2 or equivalent project methodology.Qualifications and CertificationsITIL Foundation Certificate or higher (desirable).Relevant technical or architecture certifications in one or more of the areas above, for example TOGAF or vendor certifications in cloud, security or networking (desirable).Personal QualitiesExcellent written and verbal English.Communicates and influences confidently at senior level, and is willing to challenge constructively, internally and with customers.A self-starter who manages multiple concurrent bids, prioritises effectively and performs under pressure and tight timelines.Takes ownership and stands behind the decisions taken and agreements made.A collaborative team player with a can-do attitude and a creative flair for proposing innovation.