Customer & Opportunity Shaping
- Understand customer business challenges, objectives, and success criteria through structured discovery
- Translate business problems into solution concepts, value propositions, and implementation approaches
- Challenge unclear or solution-biased customer requirements with constructive alternatives
- Act as a trusted advisor in customer discussions, workshops, and pitch meetings
Solution Design & Value Proposition
- Design high-level solution architectures aligned with customer needs, budget, and timeline
- Define scope, assumptions, dependencies, and non-goals clearly and early
- Articulate business value, ROI drivers, and differentiation vs. competitors
- Ensure solutions are feasible, scalable, and aligned with delivery capabilities
Sales Enablement
- Support account teams in opportunity qualification (bid / no-bid decisions)
- Contribute to proposals, presentations, demos, and RFP responses
- Help structure commercial models in collaboration with sales and delivery
- Coach sales colleagues on solution narrative and customer messaging
Internal Alignment
- Collaborate closely with delivery, architecture, and subject-matter experts
- Ensure smooth handover from pre-sales to delivery with shared understanding of scope and risks
- Capture reusable assets, references, and lessons learned from deals
- Improve win-rate, proposal quality, and pre-sales efficiency through structured feedback
- Stay current on market trends, customer priorities, and competitive offerings
- Contribute to standard solution offerings, accelerators, and playbooks