MB011 - Pre-Sales & Solutioning Architect - Mainframe Modernisation

Location United Kingdom
Salary: £105000 to £115000
Contact name: Miles Baxter

Contact email: milesb@excelerate.co.uk
Job ref: 6510
Published: 3 months ago

Pre Sales & Solutioning Architect Mainframe Modernisation


Job Type- Permanent
Location - Hybrid Remote (Intermittent travel to client site required)
Salary - Up to £105,000 (+25% commission)

Eligibility for SC clearance required


  • Provide Presales support on early-stage deals

  • Interacts with clients in a consultative way, asking probing, relevant questions to understand client business objectives, draw out underlying issues and validate solution options.  Applies active listening techniques.

  • Provides subject matter expertise to clients in application services during early deal stages to demonstrate our capability and articulate how a solution with us and partner offerings will support the client business objectives.

  • Defines the solution strategy. Determines key differentiators that will resonate with the client to ensure the solution resolves the client business challenges. Ensures all aspects of the solution strategy are addressed to ensure that the solution strategy covers technical, delivery, financial and commercial aspects.

  • Conducts Application Assessment, Workshop, Discovery of Apps using tools and develops business cases.

  • Leads the solution development team which may consist of other Solution Architects, SME's and partners, depending on the size and nature of the pursuit.

  • Confirms the solution strategy with the client. Articulates our view aligning to the client business and digital strategy. Demonstrates the solution to the client when applicable and participates in proofs of concept required to close the opportunity with the client.

  • Translates the business requirements into a technical solution. Identifies acceptable solution trade-offs and risks to both us and the client.

  • Collaborates effectively with the appropriate delivery leaders to design the solution and agree on key solution parameters. And follows corporate governance process with Delivery & Business.

  • Aligns the client’s business objectives, the technical solution, and the Statement of Work. Develops and costs a cost-effective solution that meets the client's requirements, maximizes our competitive advantage, and adheres to the allowable cost.

  • Constructs a transformation plan that is based on a business journey and walks the customer through the business value and outcomes delivered through that journey.

  • Builds and maintains a deep understanding of our organisation and partner offerings (features, advantages, and business benefits to clients) in the application services area.

  • Provides onboarding assistance to the delivery team by providing guidance on 'intent,’ previous client discussions, and drivers for design decisions. Ensures solution is implemented as designed.


Skills and Knowledge:

  • Pre-Sales Experience & Expertise, with examples of a £10m+ deal

  • Demonstrated ability to build trusted relationships with CxO or Director level client executives.

  • Ability to `tell a story` to explain the business problem, how the solution solves that business problem and the advantages that it brings. Tells the story from the customer perspective using relevant business terms and is not just focused on the technical aspects.

  • Knowledge of Mainframe Programming Languages (Fortran, Pascal, PL/I, Assembler and others)

  • Subject matter expertise in modern applicable services areas, such as:

o Mainframe Migration and Modernization

o Mainframe Migration Tools (Blueage, Microfocus, etc)

o Mainframe Services on Cloud Platforms

o Application Discovery & Assessments

o Application Migration Tools and Processes

o Estimating Migration Effort

o DevSecOps

  • Able to construct financial models, to understand the cost drivers and challenge to ensure price competitiveness.

  • Understanding of the concepts of lean approaches and Agile methodologies and related methods (e.g. SAFe, Scrum, Kanban, DevOps); be able to apply these as appropriate in different client contexts.

  • Ability to influence peers, team, organizational leaders and clients; challenges the status quo.

  • Capability to “carry the room” when presenting or demonstrating solutions.

  • Compelling writing and speaking ability.

  • Willingness to learn from and mentor others.

  • Exhibits the following personal characteristics: reliability, confidence, collaboration, tenacity, positive attitude, proactive nature, flexibility, calm demeanour during pressure, ability to work in a team environment, and accepts responsibility as well as feedback and criticism


Experience and Education:

  • 10+ years of experience in application services.

  • 5+ years of experience architecting solutions with a strong understanding of sales and delivery.

  • Bachelor’s degree or equivalent required; Master’s degree preferred.

  • Technical certifications and accreditations related to modern application services.

  • Ability to travel.