Computacenter
Customer Solutions Architect
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Managed Services Sales is a specialist function focused on securing and growing Computacenter's services revenue and contract base. Our Customer Solutions Architects work across industries and the services portfolio, bringing the customer's perspective into campaign strategy and connecting business goals with market direction and Computacenter's strengths.
This is a senior, customer-facing and service-led role. You will work alongside opportunity owners to shape complex campaigns early, set an integrated solution direction and make sure the proposition is differentiated, commercially viable and deliverable. Detailed technical design remains with the relevant specialists, while you provide the strategic context, customer narrative and alignment across workstreams.
If you combine broad technology credibility with a strong understanding of Managed Services, commercial judgement and the confidence to influence senior stakeholders, this is an opportunity to help customers turn complexity into a clear and credible way forward.
What you'll do
- Engage early in new business, renewal, complex growth and service-extension opportunities, before solution decisions are fixed.
- Work with the opportunity owner to strengthen qualification, shape campaign strategy and set the overall service-led solution direction.
- Understand each customer's priorities, operating environment, desired outcomes and constraints, then translate them into a coherent and differentiated proposition.
- Own the strategic solution narrative, helping customers connect their current environment to a credible future service model and understand the transformation, transition and organisational implications.
- Act as a trusted senior advisor, articulating Managed Services strategy, vision and value to executive and C-suite stakeholders.
- Guide customers and internal teams through complex choices using clear, outcome-focused communication and relevant thought leadership.
- Bring together Technology Sourcing, Professional Services and Managed Services into an integrated campaign and solution strategy.
- Work across Workplace, Applications and Data, Cloud and Data Centre, Networking and Security, engaging specialists for detailed expertise at the right time.
- Provide senior solution governance, challenge assumptions and keep domain, service, commercial and delivery workstreams aligned to agreed customer outcomes.
- Identify and communicate material commitments, risks, dependencies and commercial exposure early, escalating divergence through the appropriate governance.
- Support effective knowledge transfer into bid, transition and Managed Services teams, and share reusable insight, collateral and lessons learned.
- Build trusted relationships with customer decision-makers, account teams, service managers and capability leaders to identify service evolution, innovation and pipeline opportunities.
- Help articulate the expected business, service and financial value of each proposition, supported by clear assumptions and credible measures of success.
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What you'll need
- Significant IT industry experience, typically 10 years or more, with strong exposure to technical solutions and Managed Services.
- Demonstrable experience shaping complex, multi-stakeholder sales opportunities, ideally within a managed service provider, systems integrator or service-led consultancy.
- A mixed technology background, with strong Workplace knowledge and credible awareness across adjacent domains such as Networking, Cloud and Data Centre, Security, and Applications and Data.
- Experience combining technology, service and commercial considerations into a clear customer proposition.
- Experience of pre-sales, bid processes, deal structures, negotiation and progressing opportunities towards closure.
- A successful track record of working with senior and C-suite customers and internal stakeholders as a trusted advisor or strategic solution lead.
- Understanding of customer, supplier and partner contract structures, including delivery dependencies, risk, commercial viability and multi-party service models.
- Broad knowledge of the IT services market, Managed Services models, technical trends, competition and end-to-end infrastructure managed services, including shared-service and multi-tower environments.
- Excellent presentation, facilitation, written communication and storytelling skills, with the ability to simplify complex business and service solutions for executive and large-audience settings.
- Strong relationship-building and influencing skills, supported by structured thinking, concise evidence and sound commercial judgement.
- Working knowledge of cost, pricing, resource, maintenance, logistics and project-planning considerations.
- The ability to make sound decisions with incomplete information, manage ambiguity, prioritise effectively and perform under pressure.
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Desirable experience
- Experience across more than one industry sector or customer operating model.
- Experience shaping and integrating complex multi-technology or multi-tower service solutions.
- Knowledge of Computacenter's services portfolio, market strategy and Professional Services propositions.
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