Solution Lead

Capgemini; Warszawa; On-site; PLN 180,000 - 260,000; Full time

Benefits offered by this job

Company car

Bonus

Private medical care

Life insurance

Training platforms access

Job summary

Capgemini Polska is seeking a Solution Lead for presales and solutioning within the BID team. You will take end-to-end ownership of presales projects, shaping robust, cost-effective solutions and ensuring a strong win strategy across multiple service lines and towers.

The role requires seven+ years of experience in large-scale presales, proficiency in English and German, and a proven track record in proposal development and ROM costing.

Qualifications

• Seven+ years leading large-scale presales projects (Run/Transformation) across multiple towers.
• Experience in developing formal sales proposals and responses to RFIs/RFPs/RFQs.
• Fluency in English and German, both spoken and written.

Responsibilities

• Take end-to-end responsibility for presales projects (Transformation, Transition, Run).
• Develop solution and response strategy aligned to sales strategy.
• Involve in deal qualification to contract signature and handover to delivery.
• Coordinate with BID team to align solutions RACI and RAIDE to avoid gaps.
• Set up ADMT and create pricing structure; communicate pricing assumptions and exclusions.
• articulate subcontractor/supplier quotes and their validity periods with procurement.
• Oversee RFI/RFP responses and ensure sustainable solution and commercials for upsell.
• Support Sales in pre-qualification activities including ROM costing and early solution shaping.
• Identify upsell opportunities and hand over to Account Team.

Skills

Presales leadership

Solution architecture

Bid management

ROM costing

Pricing strategy

Stakeholder communication

English proficiency

German proficiency

Job description

Choosing Capgemini means choosing a company where you will be empowered to shape your career in the way you’d like, where you’ll be supported and inspired by a collaborative community of colleagues around the world, and where you’ll be able to reimagine what’s possible. Join us and help the world’s leading organizations unlock the value of technology and build a more sustainable, more inclusive world.

YOUR ROLE

Solution Lead role focuses on action in solution architecture activities within Capgemini's Presales & Solutioning department. Together with members of the BID team (e.g.: BID Manager, Solutions Architect, Solution Specialist, and Tower Lead) you will deliver the most robust, optimized, cost-effective, and victory-oriented technological solutions in the rapidly evolving cloud computing market.

YOUR TASKS

• Taking end-to-end responsibility for presales projects (Transformation, Transition and Run) covering multiple service lines or technology towers.
• Developing solutions & response strategy, standard versus non-standard approach, aligned to the sales strategy.
• Involving in Deal Qualification to Contract Signature, Sales to Delivery Handover and for a limited period in the execution to provide continuity.
• Working with other BID team members to align on solutions RACI and RAIDE and avoid gaps and overlaps.
• Working with Deal Analyst to set up ADMT and create pricing structure; communicates structure & tagging strategy.
• Clearly articulating the basis of any subcontractor/supplier (e.g.: Service Management/OSS provider or software supplier) quotes, including assumptions and exclusions, and the validity period of pricing – working directly with Capgemini procurement or subcontractors.
• Supervising end-to-end process services related to Request for Information (RFI) or Request for Proposal (RFP) responses and winning client engagements.
• Ensuring the solution and commercials are sustainable for the future, with the ability to grow and upsell.
• Supporting the Sales Team in pre-qualification activities, including ROM costing or early solution shaping.
• Identifying and documenting potential areas for upsell that have been discussed with clients and handover to Account Team.

YOUR PROFILE

General

• Minimum seven years of experience leading and managing large-scale presales projects (Run Services and Project/Transformation areas - 5M-100M+) in at least two of the following towers: End User Services, Enterprise Service Management, Infrastructure Management Services, Cloud, or Cybersecurity.
• Aptitude in cost estimations, delivering information from the market and creating strategy for a specific BID ie.: managing of full pre-sales lifecycle from RFI responses/requirements analysis, running a scoping exercise or engaging in a prototype of concept for agreed requirements.
• Proficiency in developing formal sales proposals, and responses to RFIs, RFPs, RFQs and Non-binding solutions (Rough of magnitude - ROM).
• Fluency in both spoken and written English and German.

Management

• Expertise in leading BID teams, coaching, challenging, and supporting coworkers on large-scale presales projects.
• Strong skills in handling organizational conflict across various parts of Capgemini (i.e. Global Business Line - GBLs, Business Units - BUs).
• Developed proficiency in the Pre-Sales Solutioning Process lead by 3rd Party Advisors (e.g. ISG, PWC).

Commercial

• Strong understanding and identifying non-standard requirements and drafts e.g.: SoW, SLA, cost models, business cases, proposal responses, proposal presentations and project plans.
• Risk identification, treatment and management.
• Developed proficiency in presenting technical topics in front of a senior audience, including CxO levels.
• Expertise in performing presales level consulting and due diligence type work for complex deals to ensure a smooth transition to actual delivery teams.
• Strong communication skills allowing lead /anchor conversations with clients and stakeholders.
• Costing skills and understanding of competitive benchmarks and metrics,
• Experience in estimating labor intensity and preparing resource effort calculations.

WHAT YOU’LL LOVE ABOUT WORKING HERE

• Practical benefits: company car, yearly financial bonus, private medical care with Medicover with additional packages (e.g., dental, senior care, oncology) available on preferential terms, life insurance and access to NAIS benefit platform.
• Award- to winning development programssupport your career at every stage. Connected Manager - our leadership development program has already helped over 300 employees accelerate their growth!
• Access to over 70 training tracks with certification opportunities (e.g., GenAI, Excel, Business Analysis, Project Management) on our NEXT platform. Dive into a world of knowledge with free access to Education First languages platform, Pluralsight, TED Talks, Coursera and Udemy Business materials and trainings.
• Cutting-Edge Technology: Position yourself at the forefront of IT innovation, working with the latest technologies and platforms. Capgemini partners with top global enterprises, including 145 Fortune 500 companies.
• Power to build a sustainable, more inclusive future: Be the change and engage in our initiatives like IT Girls rEvolution Academy, CharITy Hackathon, Tree Planting or Grant Program.

GET TO KNOW US

Capgemini is committed to diversity and inclusion, ensuring fairness in all employment practices. We evaluate individuals based on qualifications and performance, not personal characteristics, striving to create a workplace where everyone can succeed and feel valued.

Do you want to get to know us better? Check our Instagram — @capgeminipl or visit our Facebook profile — Capgemini Polska. You can also find us on TikTok! — @capgeminipl.

ABOUT CAPGEMINI

Capgemini is a global leader in partnering with companies to transform and manage their business by harnessing the power of technology. The Group is guided everyday by its purpose of unleashing human energy through technology for an inclusive and sustainable future. It is a responsible and diverse organization of over 360,000 team members globally in more than 50 countries. With its strong 55-year heritage and deep industry expertise, Capgemini is trusted by its clients to address the entire breadth of their business needs, from strategy and design to operations, fueled by the fast evolving and innovative world of cloud, data, AI, connectivity, software, digital engineering and platforms.