Solution Lead Applications

Stefanini EMEA; Kraków; On-site; PLN 180,000 - 260,000; Full time

Job summary

Stefanini EMEA is seeking a Solution Lead to act as the solution strategist and presenter in multi-tower bids. You will balance delivery constraints and risks while articulating Stefanini’s end-to-end value proposition to top-tier clients across the EMEA region.

You will lead discovery sessions, shape the solution approach, and collaborate with Sales, Market Intelligence, and Delivery teams to craft compelling proposals and pricing strategies.

Qualifications

• Minimum 5 years of pre-sales leadership for complex IT solutions.
• Bachelor's degree in computer science, information technology, engineering, or related field.
• Excellent English communication skills, both verbal and written.

Responsibilities

• Lead client engagement: discovery, stakeholder management, and win strategy.
• Support proposal development and ensure consistency across solution towers and RFP/RFI/RFQ requirements.
• Contribute to contract reviews, risk mitigation, and SOW development.

Skills

Infrastructure expertise

AI

Digital transformation

Governance models

Application modernization

Legacy transformation

Cloud migration

DevOps

AMS

Education

Bachelor's degree in Computer Science / IT / Engineering

Job description

As a Solution Lead, you will be Stefanini’s solution strategist and presenter in multi-tower bids, with the main goal of increasing win rates by striking the perfect balance between:

• Delivery constraints and risks.

Stefanini’s Solution Lead with APPS background requires deep expertise in enterprise application platforms and architectures, including application modernization, integration, and managed application services, with strong capability to architect and position end to end integrated solutions within complex enterprise environments, supporting large scale enterprise transformation programs.

Stefanini’s Solution Lead is both a visionary and an integrator:

• Sees the big picture and articulates a clear vision for the future.
• Excels at uniting diverse teams and resources to turn that vision into reality.

The Solution Lead’s communication skills inspire and motivate others, fostering a collaborative environment.

This is a unique opportunity to lead transformative solutions for top-tier clients across the EMEA region. You will shape strategic direction, drive innovation, and represent Stefanini’s value in high-impact engagements.

Key Responsibilities

Client Engagement

• Support early client engagement and prospection activities prior to RFP issuance.
• Lead discovery and due diligence sessions to uncover client needs and align solutions.
• Lead client presentations, delivering the solution’s value, Stefanini’s differentiators, and proof points demonstrating Stefanini is the ideal partner.
• Partner with the Sales team to gather client insights and conduct research on the client's industry and culture, enabling the joint development of a comprehensive win strategy.
• Work with Market Intelligence to incorporate competitive analysis.
• Define Stefanini’s solution approach based on our differentiators and Client intel.
• Craft and own Stefanini’s end-to-end value proposition, encompassing sourcing strategy, AI integration, transformation roadmap and related pricing glidepaths.
• Map client requirements to Stefanini portfolio solutions, integrating operational synergies.
• Run the Bid Management process and stakeholder management to ensure timely and high-quality proposal submissions.
• Work with Delivery Technical Architects to ensure solution components align to the vision are synergistic by design.
• Collaborate with the Pricing Team to transpose internal costs into Client templates mapped to the solution breakdown imposed by the client.
• Work with the Pricing team to ensure pricing competitiveness, in line with winning strategy and client insights.

Content & Proposal Development

• Support the development of proposal materials including slides, narratives, and technical documentation.
• Ensure consistency and compliance across solution towers and RFP/RFI/RFQ requirements.
• Ensure solutions are commercially viable, aligned with pricing models, delivery assumptions, and contractual frameworks.

Contractual & Risk Management

• Contribute to contract reviews, risk mitigation planning, and Statement of Work (SOW) development.

Required qualifications

Education

• Preferred: Bachelor's degree in computer science, Information Technology, Engineering, or a related field.
• Excellent English communication skills, both verbal and written, for professional communication and documentation.

Experience

• Minimum 5 years of experience in pre-sales leadership for complex IT solutions.

Mandatory Technical skills

• Advanced level of technical fluency across infrastructure, AI, digital transformation, and governance models.
• Advanced technical background and understanding of:
• Application modernization and legacy transformation.
• Cloud migration (IaaS, PaaS, containerization, DevOps).
• Application Managed Services (AMS).

Preferred / Nice-to-Have Qualifications

• Ability to lead multi-disciplinary bid teams and deliver successful proposals.
• Strong presentation, communication, and negotiation capabilities.
• Ability to quickly adapt to changes, new requirements, or sudden shifts in direction.
• Collaborative mindset with interest in internal operations and process improvement.

What we offer

• Soft skills and technical trainings and certifications.
• Structured career path.
• Special referral bonuses for recommending your friends.
• A monthly budget for flexible benefits program that includes MultiSport card, Vouchers for various shops and restaurants, Holiday booking discounts, Cinema tickets.
• Promotions and offers from our partners.

The preceding job description had been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties and responsibilities required of employees assigned to this job.

Diversity & Inclusion

Here at the Stefanini Group, we value plurality and equity, regardless of race, sexual orientation, disability, age, ancestry, religion, gender, and nationality. We understand and encourage the importance of being you!

About us

“We are the Stefanini group, a global tech consulting company of Brazilian origin that believes in the power of people to transform businesses through technology.

We are present in over 40 countries and operate with the purpose of co-creating solutions TOGETHER WITH OUR CLIENTS that accelerate results and improve the experience of people and organizations.

Here, we like to say that technology is not the end, but the means: what really matters are the people who drive it all.

Our mindset is AI First, meaning we invest in cutting-edge technology in everything we do, focusing on results for our clients.

We are a company, A GROUP, that breathes collaboration and offers a dynamic environment where you will learn by doing, grow alongside the team, and have space to contribute with ideas and projects.

More than just talking about digital transformation, we believe in real transformation that starts with people and impacts real businesses.

If you are looking for a place to develop, innovate, and be part of something bigger, the Stefanini Group is your place.”