Senior Deal Architect (Presales) - UK

The Role 

The Professional Services Senior Deal Architect at Fusion plays a vital role in scoping and selling services to our mid-sized and large prospects. This position requires close collaboration with the Professional Services, Sales, and Product teams to establish best practices, develop scoping processes and standards, position solutions, and create Statements of Work (SOWs) for our prospects. This role involves supporting the sales cycle through a successful handoff to the Implementation team, ultimately concluding with project kick-off. 

• Collaborate with the Sales team to position suitable solutions, utilize business acumen and best practices to translate client business and technical objectives into actionable proposals. 
• Facilitate prospect/customer meetings to gather key information for scoping purposes, engaging internal experts as needed to respond thoroughly and promptly. 
• Establish credibility and trust with prospects/customers through relationship building during the Sales cycle support and consultative problem-solving approaches. 
• Update Professional Services Opportunities, manage pursuits, build and present project SOWs, and be an integral partner in closing deals. 
• Build out Statements of Work (SOWs) based on individual client technical scope and associated project activities, including estimating total project length, and present to clients through redlining.
• Liaise with PS delivery teams regarding project objectives, resourcing skillset requirements, and timing, providing status updates and setting expectations on key deliverables to the Sales team in a pro-active cadence through engagement closure. 
• Present to management, clients, and other relevant audiences as needed. 
• Proficient in process engineering and optimization, process documentation, process training, and streamlining/automating functions. 
• Responsible for managing and reporting Risk during pursuit process with reasonable mitigation steps as appropriate on medium to large projects. 
• Driving Professional Services strategic initiatives as needed and assigned. 
• Train and mentor new hires to Deal Architecture team. 
• Other duties as assigned by your manager.

Knowledge, Skills, and Abilities 

• Experience partnering with Account Executives, presenting solutions, and implementation methodology during a sales process. 
• Self-motivated, capable of working independently, and proactively recommending improvements or solutions 
• Excellent organizational skills, including priority identification, multitasking, adherence to timelines, and quick adaptability 
• Strong communication skills at all levels 
• Professional demeanor with client-facing presence and effective relationship-building behavior
• Proven ability to lead and manage projects and make timely decisions. 
• Strong attention to detail. 

Qualifications (Education and Experience) 

A candidate must possess the following qualifications: 

• Bachelor's degree or 2+ years in equivalent client-facing experience 
• 2+ years' experience working in a consulting or professional services capacity. Business Continuity / Disaster Recovery industry and/or selling consulting services experience is a plus. 
• Prior Salesforce or other CRM (Customer Relationship Management) platform experience required 
• 2+ years in Project Management or related experience. 
• Proficiency in Microsoft Excel (or equivalent) preferred; advanced experience with using Excel formulas, functions, and pivot tables 
• Proficiency in Microsoft PowerPoint (or equivalent) preferred; experience with using both documentation and presentation tool 
• Proficiency in Microsoft Word (or equivalent) preferred; advanced experience with using templates, change tracking, and document mapping 

Milestones for the First Six Months 

In one month, you'll:

• Complete training in Fusion's platform and other learning tools 
• Initiate relationship-building with key internal partners
• Meet with primary Deal Architect mentor for an overview of processes and tools
• Shadow other Deal Architect team members to familiarize yourself with Fusion tools, client protocols, and processes in a client-facing capacity 

In three months, you'll:

• Engage for assigned prospect opportunities on simple, small requests with mentoring support, including building out sample proposals and Statements of Work (SOW). 
• Attend internal meetings with business partners to provide feedback and insight

In six months, you'll:

• Independently work on assigned small to medium prospect opportunities, including building out sample proposals and Statements of Work (SOW). 
• Shadow other Deal Architect team members for larger prospect opportunities and act as backup/support 
• Participate in internal initiatives within Professional Services 
• Interact with other teams for cross-team efforts which affect scoping processes, tools, and/or templates 

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

You must have evidence of right to work in the UK to be hired for this role.

Fusion Risk Management is dedicated to diversity in the workplace, and we are committed to treating all our employees and job applicants equally. Fusion recruits based on merit, selecting the best person for each job based on relevant skills and experience. No employee or job applicant will receive less favorable treatment because of any protected characteristic.