What success looks like in this role:
Business Development & Architecture – Digital Workplace Services
Leads large to mid-sized managed services deals in the $5M to $150M range, utilizing the standard engagement process (solution development, costing, due diligence, proposal writing and development, through contract language creation, negotiations, and closure) in order to win new business.
Acts as the pre-sales technical lead in deal support for DWS opportunities.
Responsible for quality assessments of high risk, high value proposals for compliance, competitive approach, risk identification, and mitigation planning. Will lead the solution through solution creation, risk mitigation, cost modeling and financial inputs, proposal responses, and client presentations.
Will lead the required internal governance processes for feedback and approval on each deal.
The role requires regular interface with Unisys and Client director and C-Level management including the CEO, CFO and CTO.
Role Description
This role owns the solution for all solution components from pre-sales through contract signature and handover to Transition and Delivery.
Works alongside Sales to manage the client buyer and solution owner e.g. CFO, CIO and selling the solution.
Brings operational experience to bear to ensure solution is deliverable at an acceptable risk to Unisys.
Develops and negotiates contract content to ensure the solution maintains design authority through delivery.
Leads and directs any additional architecture resources assigned to develop the overall solution and competitive costs.
Unifies the team to build a value proposition which showcases Unisys’s capabilities and how they meet or exceed the client’s needs.
Leads the writing and presentation of the overall solution to the client. Conducts and actively participates in client interactions and presentations throughout the sales process.
Leads solution review sessions and participates in contract, HR, SLA and SOW negotiations. Stays up to date with market trends and able to speak confidently about the external market and positions Unisys positively.
Advises and recommends architecture strategies, processes and methodologies to the client to facilitate their decision making and where possible, steers their thinking to align to the Unisys solution.
Shares best practices and lessons learned in order to develop the Unisys proposition. Gathers inputs from a diverse range of sources to create an articulate and compelling proposal for the client.
Key activities revolve around driving proposal and delivery consistency for complex deals through the entire lifecycle and providing proposal and project assessment reports to director and C-Level management.
Provides feedback to the proposal or project teams for risk mitigation and planning.
Delivers everything from point solutions for a single business function to large, long-term outsourcing services, to complex systems integration installations spanning multiple businesses and functions.
Experience required in designing and orchestrating solutions for multi-technology, multi-location and multi-lingual scope deals.
You will lead solution design workshops for joint solution development with internal stakeholders and other architects.
You will interface with key client stakeholders and act as an integrator of Infrastructure, Application, third-party vendors and sub-contractors.
#LI-AL1
You will be successful in this role if you have:
- Requires undergraduate degree in business, finance, or technology with 8-10+ years of client-facing/sales experience with Technology and/or large managed services deals.
- Previous experience with an IT Services company
- Strong presentation and communication skills
- Demonstrates leadership and experience in leading highly diversified teams in matrix environment
- Winning attitude and drive
- Ability to comprehensively understand client business goals and strategic imperatives and translate into winning solutions
- Capability and experience to direct the pursuit team in developing deliverables, to include appropriate messaging for proposals and other client required materials reflecting the client’s needs.
- Excellent written, verbal and presentation skills.
- Ability to understand business requirements and convert them into solution designs
- End user support experience and knowledge (Service Desk, Deskside, Endpoint, Mobile Device Management, Collaboration, etc.)
- Must demonstrate good judgment and pragmatic approach to delivering a solution that optimizes architecture activities across company needs, business constraints and technological realities
Unisys is proud to be an equal opportunity employer that considers all qualified applicants without regard to age, caste, citizenship, color, disability, family medical history, family status, ethnicity, gender, gender expression, gender identity, genetic information, marital status, national origin, parental status, pregnancy, race, religion, sex, sexual orientation, transgender status, veteran status or any other category protected by law.
This commitment includes our efforts to provide for all those who seek to express interest in employment the opportunity to participate without barriers. If you are a US job seeker unable to review the job opportunities herein, or cannot otherwise complete your expression of interest, without additional assistance and would like to discuss a request for reasonable accommodation, please contact our Global Recruiting organization at [email protected] or alternatively Toll Free: 888-560-1782 (Prompt 4). US job seekers can find more information about Unisys’ EEO commitment here.
Unisys Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Unisys and has not been reviewed or approved by Unisys.
-
Fair & Transparent Compensation — Fair & Transparent Compensation: Compensation terms at hire are often presented clearly and upfront, creating a straightforward “take it or leave it” expectation. Pay outcomes are also described as variable by role and geography, with some pockets viewed as satisfactory or above average.
-
Retirement Support — Retirement Support: A 401(k) plan with an employer match is commonly described as part of the core package. The match is often characterized as a meaningful component of total rewards relative to other benefits.
-
Healthcare Strength — Healthcare Strength: Core medical, dental, and vision coverage is described as available and broadly in line with a large IT-services employer. The underlying carrier network is sometimes viewed as solid even when cost concerns exist.
Unisys Insights
Similar Jobs
What We Do
Unisys is a global information technology company that builds high-performance, security-centric solutions for the most demanding businesses and governments on Earth. Unisys offerings include security software and services; digital transformation and workplace services; industry applications and services; and innovative software operating environments for high-intensity enterprise computing. We build better outcomes securely for our clients across the Government, Financial Services and Commercial
