Managed Services - Pre-Sales (iWorks, Insurance)
Job ID: 24871
SunGard provides solutions for the insurance industry in each of the following major business lines: life and health, annuities and pensions, property and casualty, reinsurance and asset management. SunGard's software and services support functions from the Front Office through the Back Office, from customer service, policy administration and actuarial calculations to financial and investment accounting and reporting..LI-JB1
The primary focus of the Managed Service Pre-Sales role is to support the iWorks (Insurance) business in the continued development of its Managed Service strategy by supporting pre-sales and go to market planning through the development of collateral, case studies, service positioning, template standardization and competitive intelligence.
The successful candidate will work closely with the sales team to catalog the support needs, prioritize, and work with the Product, Marketing, Finance and Managed Service solution architects as well as other stakeholders within SunGard (such as the Data Center Providers) to develop the required artifacts. Trains and orients internal segment stakeholders on the availability and use of the pre-sales artifacts. The role also acts as the first point of contact within the managed services group to support RFP's and client pitches.
*Works with Sales, Marketing, Business and Managed Service teams to build collateral, case studies positioning documents to support MS sales opportunities.
*Collects feedback from sales and through customer feedback to ensure continuous improvement of artifacts, messaging, service articulation and positioning.
*Helps train the frontline sales teams
*Gather Market Intelligence on MS best practices, industry challenges, competitors and pricing for different solutions by participating in relevant industry forums, studying reports etc
I. Support deal qualification and solution availability, readiness to help manage external expectations.
II. Work with the sales team to position the MS offering with customers
III. Working with sales teams to develop MS components of proposals.
IV. Interface and work with various functions within the segment or wider SunGard to support deals eg work with finance, delivery teams (onsite and offshore), infrastructure teams to build solution mix and commercial model (validate pyramid and pricing, applicable to large/complex deals where global sourcing)
*Minimum undergraduate degree in business, information systems or related field.
*Substantial relevant IT or Software experience in business development, sales support, sales.
*Good knowledge of selling and positioning Managed Services and how the services can be delivered by leveraging the global sourcing models
*Able to handle multiple key projects at one time.
*Excellent written, verbal and presentation skills. Person should be comfortable working in a Matrix organization and have the ability to get results by working across functions and levels across geographies
*Comfortable engaging with various levels within the customer organization ranging from C level, dept. heads to line managers