Solution Lead Infrastructure

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

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 harmonizing diverse teams and SMEs to turn that vision into reality.

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

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 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.

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!