Main Purpose of the job

To be responsible for identifying, designing and promoting integrated solutions that encompass Process, Information/Data, Application and Technology spanning all Service Lines in support of the Sales Process with focus on System Integration offerings covering the role of Pre-Sales and Business Development under SI Opportunity and Solutions Consulting


Education and experience required:

• Relevant University degree or equivalent formal qualification
• Demonstrated Healthcare Business/Industry and Systems experience, +5 years (Essential)
• Demonstrated Healthcare Solution Architecting experience, +5 years (Essential)
• Good General Knowledge of the South African - Private and Public – (Essential) and International (Desirable) Healthcare markets
• General Knowledge of SAP Solutions (Essential)
• General Knowledge of IT and Healthcare Infrastructure in relation to Healthcare Solutions (Essential)
• General Knowledge of other key applications in the ICT environment (Desirable)
• Ability to develop and assist in selling Healthcare solutions and consulting within market
• Previous experience working in Healthcare environments in implementing and supporting Solutions
• Able to visualize system solution landscape to optimize deployment

Skills and Competencies

• Deep knowledge regarding Healthcare Business/Industry and Solutions available
• Deep knowledge regarding Application Solution Architecting in General
• General Knowledge of Healthcare SAP and Non-SAP Applications
• Good knowledge of Healthcare Infrastructure required for Solutions
• Knowledge of general IT Infrastructure and Application environment.
• Understanding of Healthcare business processes
• Functional (Essential) and technical (Desirable) Healthcare Solution knowledge
• Understanding of finances and budgets
• Complex cost models (standardized procedures, tools and processes, interlinkage of comprehensive cost calculations, plausibility check, top-down approach).
• General legal fundamentals (contracts, offers, proxy, etc.), in particular outsourcing contracts (overview, documents, LOl, MOU, etc.)
• Knowledge of templates such as proposal, pricing, commercial etc.
• Knowledge of the Sales Process including quality gates, scheduling and deadlines.
• Due diligence
• Strong facilitation skills
• Exceptional business communication skills (written & verbal)
• Business Administration
• Strong presentation skills, design, lead, execute presentations and demos
• Good listening skills
• Conflict handling skills
• Influences mission-critical decisions within his/her department. (Take responsibility of a team and provide leadership)
• Professionalism
• Strong interpersonal skills
• Completes tasks within predefined targets and according to central framework requirements, taking strategic aspects into account. (Ability to work under pressure and deadlines)
• Creative
• Comprehensive scope for decision-making within a specific task area. (Decision maker)
• Dynamic
• Respected in the Solution Architecting, Application and Healthcare community with tangible references
• Comfortable to communicate with & present to company Executives
• Outstanding networking across departments and with contacts within the Group (e.g., as part of Group projects/committee work) and outside the Group.
• The execution of the tendering procedure.
• Conducting negotiations
• Sales Project Management

Key areas of responsibility

Forms part of the SI Opportunity and SME Consulting team, who’s role it is to prepare solutions to sell, understand markets, support Sales and Service Management, Key Account managers and Sales Exec’s to build workable solutions with required business outcome, locally or port solutions from T-Systems International, which T-Systems Delivery teams are able to deliver, and thus guides the strategic roadmap of T-Systems Systems Integration in terms of the solutions and clients. The incumbent will focus on providing solutions for both SAP and Non-SAP based requirements to current and new clients. The incumbent will be responsible with Sales for the revenue realisation of the revenue targets of Systems Integration.

•Client facing role:
oAct as pre-sales interface to T-Systems clients through Account Managers and Sales Managers
oDevelop solid business relationships with the buying community
oAnalyse client requirements through facilitation, develop solutions to sell to this client, and refine a workable value proposition
oPresentation of developed solutions to Sales and Account teams as well as the client
oDesign, execute and lead SAP demonstrations of applicable business processes

•Qualify potential opportunities:
oObtain an understanding of the client’s needs/requirements, the clients objectives, who the competition is, how much effort is required to obtain the work and what the major risks are
oDecide on the possible approach / develop alternative approaches
oPossible approaches may include local solutions as well as international solutions that could be localised for use in South Africa/Africa
oAssess alternative approaches and decide on most applicable / workable option
oPrepare the solution part of the proposal and give inputs to the rest of the proposal for the client indicating clearly the work to be done and the costs involved
oDescribe risks regarding the specific solution for the specific client where required
oList advantages and disadvantages for specific solution to specific client
oFormulate business cases in order to determine the client’s return on investment
oCompile value propositions to address the client’s company specific challenges

•Plan the process:
oTake leadership of the solution design team where required and give direction on the activities to be executed
oStudy uncovered client requirements / proposal / statement of work / contract to reconfirm the client’s objectives are met
oUnderstand the client’s current mode of operation and the future mode of operation in positioning requirements with the recommendations incl. time, approach, budget, etc.
oEnsure that the client’s needs are fully covered
oDo fact gathering (Interviews / Workshops / JAD Sessions)
•Plan the process:
oTake leadership of the solution design team where required and give direction on the activities to be executed
oStudy uncovered client requirements / proposal / statement of work / contract to reconfirm the client’s objectives are met
oUnderstand the client’s current mode of operation and the future mode of operation in positioning requirements with the recommendations incl. time, approach, budget, etc.
oEnsure that the client’s needs are fully covered
oDo fact gathering (Interviews / Workshops / JAD Sessions)

•Analyse findings in order to produce a solution to the client:
oInterpret findings by identifying their relevant components
oDraw conclusions based on analysis and findings
oGenerate recommendations based on diagnosis defined in the conclusions (e.g. Road map)
oReview findings and recommendations with On-site T-Systems team/ client Service Manager

•Communicate results back to the client and team members:
oDocument output in a clear and practical way – (Structured solution/proposal)
oIntegrate with other members of the bid team to ensure that the solution is viable, affordable, deliverable and saleable
oPresent output to client in order to obtain approval
oChange / finalise proposal based on outcome of client presentation
oHand-over to internal teams
oEnsure effective/correct communication to the client on the progress of the response process and the solution
oAssist in the proposal writing for the next phase

•Solution Portfolio Role:
oIdentify Solution Portfolios required in Healthcare by the Market
oPrioritise Solution Portfolios required in Healthcare by the Market
oDevelop Solution Portfolios required in Healthcare by the Market
oUpdate Solution Portfolios required in Healthcare by the Market
oLocalise Solution Portfolios from international required in SAP and Non-SAP by the local Market
oOwnership of Solution Portfolios required in Healthcare by the Market
oCommunicate/Present Solution Portfolios required in Healthcare by the Market to the Sales and Account teams
oProvide Advice on Solution Portfolios required in Healthcare by the Market

•Experience in both the private and public healthcare arena’s.
•Knowledge and understanding of the healthcare requirements from an ICT perspective.

•Experience and the ability to bring different elements together for an ICT solution in Healthcare.
•Understand the healthcare industry, different service environments and processes thereof.
•Must have a well-established track record in the healthcare industry as well as connections and recognised relationships.