About The Role

Outcomes this role delivers

The five financial measures delivered on the pursuits solutioned, signed and then realized.
A proposition the client recognizes as solving their problem, not a list of du Tech capability.
Solutions du Tech can execute on the scope, timeline, revenue and margin signed.
An estimate of record on every pursuit, complete, dated and auditable.
Clients who keep this role in the room after award, because delivery went as designed.

Standards this role holds

Obtain a written, dated estimate from Delivery, Operations and every partner before anything is proposed, and record it in the bid file.
Negotiate partner and OEM estimates rather than accepting them. Test them against the market.
Never cut the delivery estimate to meet a price. Change the scope, or decline the pursuit.
Submit every cost case at or above the approved margin floor, with any exception approved in advance.
Freeze the solution and cost case before the Delivery Assurance Review. Any change reopens the approval.
Author the technical and commercial proposal, including the pricing structure. Approval authority sits with Pricing, Finance and the Deal Committee.

Designing the solution

Get the sales intelligence before design starts and withhold solution effort until it arrives.
Capture the client's evaluation criteria and weightings before writing anything.
Design to the federal regulator: the UAE Cyber Security Council, NESA, TDRA and the Central Bank.
Design to the emirate authority: the Dubai Digital Authority and DESC, Abu Dhabi's Department of Government Enablement, and the Sharjah Digital Department.
Design to the industry regulator: the health authorities for healthcare and the financial regulators for banking. State the compliance position in the proposal.
Propose one recommended solution supported by evidence, not a menu of options.
Design end to end across the du Tech portfolio and the partner ecosystem and hold the master integrator position where du Tech primes.
Design the revenue, milestone and consumption profile so the money can actually be collected.
Design and cost a paid proof of value where the client needs evidence before committing.
Explain the solution so a non-technical executive can repeat it accurately in their own words.

Delivery oversight after award

Provide delivery oversight, not delivery. Act as the client's technical advisor under the direction of the account owner.
Give advice and guidance to the client, and to Delivery, Operations and the partners, so that what was designed is what gets built.
Attend the delivery governance forums agreed for each engagement and escalate any deviation from the design.
Hold the oversight commitment agreed for each engagement: enough presence to add value and earn trust, no more.

Artificial intelligence and reusable assets

Hold artificial intelligence at mastery level, deep enough to be taken seriously by a client architect.
Advise clients on what artificial intelligence changes in their business: process, cost base and customer experience.
Design artificial intelligence into solutions with the same rigour as any other domain, covering data readiness, model choice and cost to run.
Write sales plays from what each pursuit teaches, so a proposition proven once can be sold again.
Contribute reusable assets each cycle: plays, reference architectures, blueprints and estimation models. An asset counts once somebody else uses it.

National HyperCloud (Alloy) specialization: additional accountabilities

Design the Alloy architecture for each new client across compute, network, storage, security and management.
Maintain the documented Alloy technical position: realm architecture, tenancy model, permitted shapes and isolation.
Prepare the competitive response against AWS, Azure, Google Cloud and Oracle direct.
Deploy to client premises after award to support consumption of the contracted capacity.

Key performance indicators

The five financial measures on the pursuits solutioned: total contract value, margin, revenue, revenue collected against milestones, and consumption against plan.
Technical win rate: share of bids solutioned that pass technical evaluation.
First pass quality: share of deliverables passing solution assurance without major rework.
On time submission: proposal, high level design, bill of quantities and statement of work delivered by the internal deadline.
Margin quality at submission: cost cases at or above the approved margin floor.
Estimate of record completeness on every pursuit, internal and partner alike.
The target against each measure is set annually in the individual performance objectives, not in this job description.

Bachelor's degree in engineering, computer science or a related technical field.
Current certification in cloud, security or architecture from a recognized vendor or body.
Minimum 5 years in presales, solution architecture or technical consulting on enterprise and government pursuits.
Has designed end to end solutions spanning more than one vendor and held the integrator position.
Has negotiated partner and OEM scope and price, not only received it.
Practical, current use of artificial intelligence in solution design and proposal work.
Has stayed with an engagement through delivery, not handed it over at signature.
Turns a technical position into a business case a client executive can act on.
Writes to a standard that wins, under a fixed submission date.
Holds a technical objection with evidence at the moment it is raised.
Commercially literate: cost stacks, margin, consumption economics and total cost of ownership.