Solution Lead Infrastructure

Stefanini EMEA; Kraków; On-site; PLN 167,400 - 223,200; Full time

Benefits offered by this job

Soft skills and technical trainings

Structured career path

Referral bonuses

Flexible benefits program

Promotions and offers from partners

Job summary

Stefanini EMEA in Kraków is looking for a Solution Lead to strategize for multi-tower bids, aiming to enhance win rates. The role requires expertise in cloud and virtualization platforms, transforming business objectives into scalable solutions.

Ideal candidates should have a minimum of 5 years in presales activities, with superior communication and negotiation skills to foster client engagement. The position includes benefits like training, career progression, and a flexible benefits program.

Qualifications

• Minimum 5 years of experience in presales activities for hybrid cloud infrastructure solutions.
• Strong presentation, communication, and negotiation capabilities.
• High-level technical fluency across infrastructure, AI, and digital transformation.
• Ability to lead multi-disciplinary bid teams and deliver proposals.

Responsibilities

• Support early client engagement and prospection activities.
• Lead discovery sessions to uncover client needs.
• Craft Stefanini’s end-to-end value proposition and ensure timely, high-quality proposals.
• Contribute to contract reviews and risk mitigation planning.

Skills

Presentation skills

Communication skills

Negotiation skills

Technical fluency

Leadership

Job description

Solution Lead

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 infrastructure background requires solid understanding and exposure in one of the areas: cloud & virtualization platforms, including the design of hybrid cloud infrastructure services.

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.
• Map client requirements to Stefanini portfolio solutions, integrating operational synergies.
• Collaborate with Bid Management to ensure timely and high‑quality proposal submissions.
• Work with Delivery Technical Architects to ensure solution components align to the vision and 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 Skills & Experience

• Minimum 5 years of experience in presales activities (not necessarily in a presales role, but with exposure to presales and customer‑facing engagements) for hybrid cloud infrastructure solutions.
• Strong presentation, communication, and negotiation capabilities.
• High‑level technical fluency across infrastructure, AI, digital transformation, and governance models.
• Demonstrated ability to lead multi‑disciplinary bid teams and deliver successful proposals.

Technical Skills

• Enterprise infrastructure & hybrid cloud solutioning expertise, with ability to translate business and transformation objectives into scalable, secure, and resilient solutions across on‑prem and cloud environments (e.g., AWS, Azure, GCP, hybrid landing zones, reference architectures).
• General understanding of the following concepts: cloud, compute, and platform technologies, covering public and private cloud services, virtualization and HCI platforms, operating systems, storage, and resilience layers (e.g., VMware, x86 platforms, HCI, Windows/Linux, backup, disaster recovery).
• Ability to drive insightful conversations with customers around Automation‑first infrastructure design.
• End‑to‑end solution integration, designing cohesive solutions across infrastructure.

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.

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!

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.