Job Description:At Micro Focus, everything we do is based on a simple idea: The fastest way to get results is to build on what you have. Our software solutions enable organizations to do just that. Secure and scalable, with analytics built in, they bridge the gap between existing and emerging IT—fast-tracking digital transformations across DevOps, Hybrid IT, Security, and Predictive Analytics. In the race to innovate, Micro Focus customers have the clear advantage. Our portfolio spans the following areas: DevOps | IT Operations| Cloud | Security | Info Governance | Big Data, Machine Learning, & AnalyticsWe are now looking for a seasoned professional with 10 years of experience in the field of software security professional services to join our team in South Africa.The Role:The Lead Solution Consultant (LSC) will be part of the Emerging Markets (Middle East, Africa, Centeral & Eastern Europe, and Russia) region Cyber Resilience (CyberRes) Professional Services (PS) team. The CyberRes PS team provides engineering services that spans the Micro Focus’ CyberRes portfolio.Depending on the size of the deal or account, the LSC can play a variety of roles in the Pursuit lifecycle. On smaller deals the LSC can perform the role of Business Developer, lead the services solution development effort, manage negotiations with the customer & the customer’s advisors, define contract terms & conditions and manage the internal company deal governance process to secure final approval for the deal.On larger deals the LSC works with the Managing Principal, Client Principal, Solution Architects and Sales Team, to assess client needs, fashion a solution, price a contract, secure internal company approvals and finally client agreement.The job family ranges from being accountable for specific components of the Pursuit lifecycle to full accountability for the complete Life cycle. Its scope ranges from small deals /contract re-negotiations in a single country with a local company to large, complex, global deals with Fortune 100 clients. The foundation competency is program/project management coupled with contract negotiation & client relationship skills. The role assists in the qualification, risk assessment of potential opportunities. It manages the engagement plan development & proposal-writing process and relationships with client 3rd party consultants who influence the industry and the client. The Individual Contributor part of the Engagement Family provides specialized support services to the overall Engagement. Those services can impact one or several of the typical Engagement lifecycle components such as Proposal development/response, solution and pricing coordination, general project Management of the various Deal Project Plan elements, bid assurance/risk assessment, contract statement of work, and Transition plan initiation.The job may also extend beyond the pursuit lifecycle to the delivery cycle, where in some engagements the LSC may act as the project manager leading a group of security engineers and consultants while interfacing with the client stakeholders.Responsibilities: Proactive identification of opportunities at existing clients and through periodic account planning with the Sales teams.Lead opportunities and represents the company to the customer for security services dealsResponsible for assembling all required resources/skills to develop proposal, pursue and win deals.Coordinates all deal team efforts with sponsorship of the Managing Principal.Assists in opportunity qualification and risk assessment.Responsible for validating/endorsing the technical solution for the deal. Works with delivery to assure that solution design can be property delivered.Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines.Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.Leads negotiations for large deals and assists with large complex deals.Proactively manages all resource requirements throughout deal pursuit.Helps in the transition of deal leadership to permanently assigned management to ensure seamless asset transfer, personnel transfer, and technology and process adoption.Manages project delivery to a successful completion when required.Education and Experience Required: Typically 10 years in complex IT security Professional Services business.University degree in a related field is preferable.Security related certification is preferable (CISM, CISSP, SANS etc.)Project Management certification is preferable (PMP, Prince 2 etc.)Strong client relationship and selling skillsStrong negotiation, presentation and communication skillsProficiency in English language is a mustDemonstrate knowledge of related policies, processes, products, and markets.Readiness to travel up to 50% across the region#LI-GB1
Lead Solutions Consultant in Bucuresti
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