About the Role
As part of the Solution Consulting Team for the Middle East, you will work closely with the Client Executive on a defined number of Strategic Accounts. Collaborating with Solution Sales Specialists, Partner Development Managers, Solution Consultants, Value Engineers, Enterprise Architects, and Professional Services Consultants, you will also engage with strategic partners such as SAP, Global System Integrators (GSIs), and local System Integrators (SIs).
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The Client Solution Consultant acts as a senior industry-aligned member of the account team, accountable for the overall technical message and solution strategy for your accounts. By interpreting the client's business priorities, you will translate them into cross-Business Unit use cases and measurable outcomes, aligning with the One value proposition. Your role involves guiding the engagement, determining the importance of change for the client's business, and orchestrating the right specialists to support you throughout the process.
Responsibilities
- Act as a trusted advisor to the client, partnering with the Client Executive on a defined set of Strategic Accounts.
- Own the overall technical message, solution strategy, and multi-year vision for each account.
- Lead AI positioning within the account, aligning it with their AI strategy and vision.
- Translate industry and client business priorities into cross-Business Unit use cases across various domains, including Content, Business Network, Cybersecurity, IT Operations, and Experience & AI.
- Conduct business-outcome conversations at the executive level, transitioning discussions beyond mere features.
- Organize the extended account team, ensuring that the client engages with the right experts at key moments.
- Collaborate with Value Engineering to develop business cases and adoption roadmaps validated by client input.
- Work with Enterprise Architecture to ensure solutions align with the client’s cloud strategy and overall IT architecture.
- Lead executive briefings, discovery workshops, and strategy sessions, and sponsor demonstrations and proofs of concept.
- Govern technical responses to complex, multi-solution Requests for Proposals (RFPs) and bids.
- Mentor Solution Consultants and represent the company at regional industry and sector events.
What It Takes
- Essential: Strong industry background in Public Sector or Financial Services, with a proven track record in delivering complex programs within that sector.
- Essential: Established network of senior client relationships across the Middle East.
- Essential: Strong technical background with the credibility to engage on architecture, integration, data, and cloud issues.
- Minimum of 12 years relevant work experience in business and/or enterprise software environments, including a significant period in a senior client-facing presales, consulting, or architect role.
- Proven ability to construct cross-portfolio solutions that align with client strategic requirements.
- Experience in architecting enterprise-level solutions within complex customer IT environments and strategies.
- Excellent solution selling and value-based selling capabilities.
- Familiarity with AI & Analytics concepts and their relevance to industry business challenges.
- Credibility and maturity to interact with client representatives ranging from technical specialists to C-level executives.
- Experience in leading and coordinating virtual teams without direct line authority.
- Awareness of the regulatory, procurement, and data sovereignty context of Public Sector and Financial Services in the Middle East.
- Strong presentation, facilitation, and communication skills.
- Ability and willingness to travel as needed within the assigned region (Middle East).
- Required languages: Fluent Arabic and Fluent English, both spoken and written.
Benefits
The company is committed to building an inclusive work environment. Our Employment Equity and Diversity Policy underscores our dedication to maintaining a workplace that embraces diversity across various dimensions, including culture, national origin, race, gender, age, and more.
We prioritize fostering collaboration, innovation, and personal growth, enriching the company's vibrant workplace for all employees.
