Company Description
Telefónica Tech (part of the Telefónica Group) is a leading NextGen Tech solutions provider with a highly diversified team of over 6,000 exceptionally skilled employees and +60 nationalities.
We serve more than 5.5m customers every day in over 175 countries, with a global ecosystem of market-leading partners. Global strategic hubs: Spain, Brazil, the UK, Germany.
The Telefónica Tech UK&I hub has an end- to-end portfolio of market leading services and develops integrated technology solutions to accelerate digital transformation through: Cloud, Data & AI (Adatis), Enterprise Applications (Incremental), Workplace Services and Cyber Security & Networking.
Values: Open, Trusted and Bold
Trusted Partners:
- Microsoft: Top 3 Service Providers, Azure Expert Status, Fastrack & Inner Circle Partner
- HPE: Platinum Partner – FY23 UK&I Solution Provider of the Year
- Palo Alto & Crowdstrike: part of our NextDefense Cyber Security Portfolio
- Fortinet: Elite VIP Program – one of only 2 in the UK
- AWS: Advanced Solution & Managed Service Provider Program
Job Description
Deal Architect Overview:
The Deal Architect’s role is pivotal in our competitive sales cycle. They design and deliver high-quality solutions that solve our Customer’s business problems, making them an integral part of our success.
The role of a Deal Architect demands a deep understanding of managed services and a broad technical skill set across various domains. This includes expertise in highly available compute and storage infrastructure, digital workplace, cloud, security, networking, data, and applications.
As a Deal Architect, you will lead a virtual team of subject matter experts (SMEs). Your leadership will be crucial in guiding this team to create innovative, secure, cost-competitive solutions that are fully aligned with customer requirements, budgets, and overall business strategies. You will be an integral part of a collaborative team committed to achieving our common goals.
Key Responsibilities:
- Requirements Analysis & Understanding:
- To understand detailed business and technical customer requirements through customer-provided documentation or direct customer engagement.
- Conduct thorough customer needs assessments, identifying key success factors, an optimal technical approach and potential risks for the solution.
- Translate customer requirements into a comprehensive solution blueprint that aligns with their objectives, which will be used to brief a virtual team of subject matter experts (SMEs) who help define and specify sub-components of the overall solution.
- Lead the virtual team of SMEs through customer engagement where requirements are not clearly documented.
- Solution Design and Leadership:
- Lead a virtual team of SMEs and partners from various technical domains, including infrastructure, Workplace, Security, Cloud, Networking, Data and Applications, as they input into the overall solution response.
- Own and drive the end-to-end solution design process, ensuring it is accurate, complete, compatible, and interoperable, using solution components that are integrated, robust, innovative and, where possible, drawn from Telefónica Tech’s standard portfolio offerings.
- Employ a pragmatic, cost-optimised approach for solutions, adopting methods such as “bare metal” solutions to ensure cost competitiveness.
- Help input into Assumption, Dependency and Risk logs as part of the submission.
- Help develop a comprehensive managed service layer as part of the overall solution. This will cover the entire IT service lifecycle, ensuring seamless integration from proactive service monitoring and incident logging to incident resolution and request fulfilment.
- Collaboration and Team Leadership:
- Work closely with SMEs to ensure the solution is cohesive rather than a collection of disparate technologies or services.
- Challenge and validate SME contributions to ensure they are effective and aligned with the overall solution and win themes.
- Foster a culture of innovation and collaboration, encouraging creative problem-solving within the team.
- Work closely with SMEs to ensure they progress with their assigned solutions sub-tasks to meet response deadlines.
- Solution Selling and Competitive Solutioning:
- Understand and apply principles of pre-sales solution selling to develop competitive solutions that differentiate our offerings from competitors.
- Work under pressure to meet tight deadlines while ensuring high-quality, innovative, winning solutions are delivered on time.
- Ensure solutions comply with customer requirements and meet necessary Telefónica Tech governance guidelines for internal approval.
- Bid Collaboration:
- Collaborate closely with the Bid Manager to ensure high-quality, high-scoring, compliant responses to address all aspects of the tender evaluation criteria comprehensively.
- Work with the Commercial Manager to align the solution with the financial model, ensuring it is technically sound, financially viable, and delivering demonstrable value to the customer.
- Ensure the solution aligns with the overall win strategy, ensuring the proposed solution maximises our chances of providing a winnable, deliverable, and profitable customer response.
- Work with other internal and external stakeholders such as Legal, Finance, HR and ESG, ensuring all relevant stakeholders contribute to the solution.
- Solution Presentation:
- Articulate the solution's value proposition, architecture, features, and benefits clearly to customers, the solutions team and stakeholders.
- Prepare detailed, quality written responses to customer requirements aligned with the Bid Win Themes, ensuring clarity and confidence in the proposed solution.
- Deliver compelling presentations that effectively communicate the solution’s value and technical details.
- Quality Assurance:
- Review and refine bid responses to ensure clarity, consistency, and alignment with customer expectations and scoring criteria.
- Ensure all solution components and associated documentation comply with internal and external standards and meet governance guidelines for submission.
- Stay updated on Telefónica Tech’s Offering Portfolio, emerging technologies and industry trends to ensure solutions remain innovative and competitive.
- Continuously refine and improve the solution process to enhance efficiency and effectiveness.
Skills and Experience
- Highly experienced in Enterprise IT solution development of deals over £3 mil TCV, with significant experience in pre-sales leadership
- Proven track record of leading solutions teams and delivering successful, winning solutions for enterprise opportunities in public and private sector key verticals such as Healthcare, Policing, Manufacturing, Local and Central Government, etc.
- Extensive experience in designing managed services solutions and applying ITIL principles.
- Strong experience in the solution selling process and competitive solutions, particularly in high-pressure environments.
- Leverage an awareness of Shipley methodology to enhance tender responses, ensuring alignment with best practices in proposal development to improve bid responses' structure, clarity, and persuasiveness.
- Technical/Service Skills:
- Broad technical or service knowledge with depth and experience in at least two areas: Cloud Computing, Workplace Services, Security, Infrastructure, Networking, Data Management, or Applications.
- Experience with tools and processes related to IT service management, including proactive service monitoring and ITSM tools such as ServiceNow.
- Collaboration & Compliance:
- Significant experience working within bid teams and collaborating with key stakeholders such as Bid Managers, Commercial Managers, and Deal Architects.
- Ability to ensure solutions are compliant, financially viable, aligned with customer requirements, and meet necessary governance guidelines.
- Leadership & Communication:
- Strong leadership skills with the ability to lead, motivate, and manage a virtual team of SMEs.
- Exceptional verbal and written communication skills, capable of articulating complex solutions clearly and concisely
Additional Information
We don’t believe hiring is a tick box exercise, so if you feel that you don’t match the job description 100%, but would still be a great fit for role, please get in touch.
Top Skills
Telefónica Tech London, England Office
Trinity Building. Tabernacle Street, 39, London, United Kingdom, EC2A 4AA