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