Capgemini
ADM Managed Services , Senior Solution Director
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Role Purpose
As part of the UK ADM Centre of Excellence, the Senior Solution Director shapes and leads complex Managed Service solutions that enable client transformation, business growth, and measurable outcomes. The role supports the full sales lifecycle, from early opportunity shaping through solution development, commercial positioning, proposal creation, and client presentation.
Working across existing and prospective clients, the role combines deep ADM expertise with consulting, commercial, and stakeholder management capabilities to develop differentiated solutions underpinned by AI, Data, Agile, Product-Centric Delivery, Cloud, Automation, and Managed Services innovation.
The Senior Solution Director acts as a trusted advisor to senior client stakeholders and works closely with Market Units, Sales, Account Executives, Delivery Leaders, Portfolio teams, and Strategic Partners to create competitive, outcome-focused propositions.
Key Responsibilities
Client and Opportunity Shaping
- Lead early-stage client engagement and opportunity shaping discussions.
- Understand client objectives, business challenges, transformation ambitions, and operational priorities.
- Develop trusted advisor relationships with senior business and technology stakeholders.
- Help clients define future-state operating models, transformation roadmaps, and target outcomes.
- Identify opportunities to position and expand ADM Managed Services capabilities.
Solution Leadership
- Lead the design of complex Managed Service solutions across application development, maintenance, transformation, modernisation, cloud, automation, AI, and service operations.
- Create differentiated, commercially competitive propositions aligned to client priorities leveraging emerging technologies including Agentic and GenAI.
- Balance client value, delivery feasibility, commercial objectives, and risk management.
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Market and Offer Development
- Support the evolution of ADM Managed Service offers and go-to-market propositions.
- Tailor messaging to market demands, emerging AI capabilities, industry trends, and customer priorities.
- Collaborate with global and UK teams to industrialise reusable assets, accelerators, frameworks, and reference architectures.
Sales and Pursuit Support
- Coordinate with Market Units to identify, qualify, and progress opportunities.
- Lead solution workstreams within strategic pursuits and large-scale bids.
- Develop value propositions, business cases, proposal content, and commercial strategies.
- Provide leadership throughout the pursuit lifecycle, from qualification to contract signature.
Executive Stakeholder Engagement
- Engage confidently with senior IT leaders, CxOs, Board, and senior executive stakeholders.
- Facilitate strategic workshops and executive discussions.
- Present complex business and technology solutions clearly and compellingly.
- Influence decision-making through industry insight, market knowledge, and solution expertise.
Storytelling and Communication
- Craft compelling executive narratives, presentations, proposals, and solution collateral.
- Simplify complex concepts into clear business messaging.
- Credibly present how emerging AI technologies transform services.
- Develop persuasive storylines for business and technology audiences.
Leadership Expectations
- Provide visible leadership across strategic pursuits and client engagements.
- Coach and mentor solution teams and emerging solution architects.
- Promote collaboration across Market Units, Sales, Delivery, Industry Teams, and Global ADM Communities.
- Drive innovation and continuous improvement within the ADM Centre of Excellence.
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Essential Skills and Experience
Business and Client Leadership
- Proven ability to engage and influence CxO-level stakeholders.
- Strong consulting, stakeholder management, and relationship-building capability.
- Demonstrated success in shaping large-scale transformation opportunities and strategic outcomes.
Solution and Delivery Expertise
- Extensive experience designing and leading complex Managed Service solutions.
- Strong understanding of ADM, AI, Agile, DevOps, Product-Centric Delivery, Application Modernisation, Cloud, and Automation.
- Experience developing transition, transformation, service management, and operating model solutions.
Commercial Acumen
- Strong commercial awareness and financial modelling capability.
- Experience developing compelling business cases and investment propositions.
- Ability to balance value creation, risk mitigation, and competitive positioning.
Communication and Storytelling
- Exceptional executive communication, presentation, and storytelling skills.
- Ability to simplify complex business and technology concepts.
- Strong proposal writing and workshop facilitation skills.
Personal Attributes
- Strategic thinker with strong business and commercial acumen.
- Credible relationship builder with strong executive presence.
- Innovative, outcomes-focused, self-motivated, and resilient.
- Recognised as a trusted advisor, thought leader, and ambassador for Capgemini.
Success Measures
- Increased win rate across strategic ADM pursuits.
- Growth in qualified Managed Services opportunities and revenue.
- Strong executive stakeholder engagement and satisfaction.
- Development and adoption of differentiated reusable ADM solution assets.
- Contribution to UK ADM strategic objectives and market positioning.
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