TC-CS-AD-Cyber LDE
EY · Bengaluru
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EY GDS CYBER LARGE DEAL GROUP
Cyber Solutions Architect
Pre-Sales | Client Storytelling | Commercial & Pricing | Turnkey Cyber Services
Executive mandate to Shape and lead differentiated, executable and commercially compelling turnkey cyber services propositions for strategic pursuits, converting complex client priorities into a persuasive value story, integrated architecture, delivery model and price-to-win.
The opportunity
The Cyber Large Deal Engine brings together Business Case Researchers, Cyber Domain Specialists, Solution Architects, and Finance & Commercial Specialists to create an integrated deal-shaping capability, connecting client and market insight, deep cyber expertise, end-to-end solution architecture, and commercial modelling to build propositions that are differentiated, deliverable and positioned to win.
It is a senior pursuit leadership position for an architect who can operate credibly across the boardroom, the solution room and the commercial model. The role requires breadth across cyber domains, depth in at least one major cyber capability, and the judgement to integrate specialist inputs into one coherent, differentiated and deliverable proposition.
Role accountabilities
Lead strategic solutioning and pursuits
- Own the solution from qualification and discovery through business case build out , architecture, proposal development, governance, oral presentation, negotiation and BAFO.
- Establish the solution strategy, win themes, design principles and response plan for complex RFPs, RFIs and proactive pursuits.
- Translate client requirements into an integrated managed services model spanning people, process, technology, governance, service management and transformation.
- Define scope, architecture, operating model, transition approach, delivery footprint, staffing model, service levels, assumptions, dependencies and risks.
- Mobilise and lead multidisciplinary contributors across domains and geographies, ensuring one solution, one story and one commercial position.
Create a compelling customer story
- Frame the client’s business context, cyber risk and operational challenge before presenting the solution.
- Convert technical complexity into an outcome-led narrative that is relevant to CISOs, CIOs, business executives and procurement leaders.
- Connect solution choices to measurable outcomes such as risk reduction, resilience, control effectiveness, experience, operational efficiency and cost transparency.
- Lead executive discovery sessions, workshops, whiteboarding, solution walkthroughs, oral pitches and solution-defence discussions.
- Anticipate objections and competitive alternatives, articulating clearly why the proposition is credible, differentiated, scalable and valuable.
Own commercial solutioning and pricing
- Translate the solution into a robust bottom-up cost model covering resource pyramids, effort, delivery locations, platforms, licences, transition and ongoing run costs.
- Work with finance and commercial teams to develop competitive, sustainable and traceable pricing, with clear linkage between scope, service levels, cost and price.
- Evaluate fixed-price, consumption-based, unit-based, outcome-aligned and hybrid charging models based on client context and risk allocation.
- Optimise the solution through automation, standardisation, global delivery leverage, right-shoring, reusable assets and platform choices without compromising outcomes.
- Understand margin drivers, contingencies, contractual dependencies and change levers; support commercial governance, negotiation, BAFO and renewal decisions.
Architect integrated turnkey cyber services
- Provide broad solution leadership across Identity and Access Management, Privileged Access Management, Customer IAM, Non-Human Identity, Threat Detection and Response, SOC, SIEM, SOAR, XDR, Vulnerability Management, Threat Intelligence and Threat Hunting.
- Bring familiarity with major platforms including SailPoint, Saviynt, Okta, Microsoft Entra ID, Active Directory, CyberArk, BeyondTrust, Delinea, Microsoft Sentinel, Microsoft Defender, Splunk and CrowdStrike.
- Design for cloud, on-premise and hybrid environments, integrating EY capabilities, alliance partners, technology vendors and client-retained responsibilities.
- Know when to make an architectural decision and when to engage a deep specialist, while retaining accountability for the integrity of the end-to-end solution.
- Position AI-enabled security operations, automation and platform-led delivery where they create a credible and measurable client advantage.
Build repeatable deal-engine capability
- Create and improve reference architectures, solution patterns, estimators, pricing models, proposal content, assumptions libraries and executive storytelling assets.
- Capture pursuit insights, commercial benchmarks and lessons learned to improve future speed, consistency and win quality.
- Coach solution contributors on structured solutioning, client storytelling, estimation discipline and executive presentation.
Decision scope and influence
- Recommends the end-to-end solution strategy, architecture, delivery model and commercial assumptions for assigned pursuits.
- Challenges requirements and design choices that reduce value, increase delivery risk or weaken competitiveness.
- Balances client outcomes, architectural integrity, delivery feasibility, commercial sustainability and speed to market.
- Influences partners, pursuit leaders, SMEs, alliances, delivery executives and commercial stakeholders without relying on formal authority.
- Escalates material solution, delivery, contractual and financial risks with clear options and recommendations.
Measures of success
- Pursuit impact: Quality and competitiveness of strategic proposals; contribution to progression and wins.
- Client impact: Clarity of the story, executive confidence and alignment to measurable outcomes.
- Commercial quality: Accurate, traceable estimates and sustainable pricing with risks made explicit.
- Solution integrity: Integrated, scalable and deliverable solutions with clear ownership and dependencies.
- Execution discipline: Timely mobilisation, governance and high-quality outputs under pursuit deadlines.
- Capability uplift: Reusable assets, improved consistency and stronger solutioning maturity across the engine.
Experience and capabilities
- Typically 15+ years of relevant experience in cyber consulting, solution architecture, pre-sales or managed services, with demonstrated leadership of large and complex pursuits.
- Proven ability to move fluently between executive business conversations, cyber architecture, operating model design and commercial/pricing discussions.
- Depth in at least one major cyber domain, combined with sufficient breadth to shape integrated solutions across multiple capabilities.
- Practical experience building bottom-up estimates, cost models and pricing inputs for managed services opportunities.
- Exceptional customer presence, storytelling, writing, facilitation and presentation skills, including leadership of oral pitches and solution defence.
- Strong analytical judgement and the ability to make pragmatic trade-offs under ambiguity, commercial pressure and demanding deadlines.
- Experience working across distributed global teams and with alliance partners, technology vendors, finance, legal, risk and contracting stakeholders.
- Bachelor’s degree such as BTech/BE or equivalent; MCA or another relevant postgraduate qualification is advantageous.
Preferred credentials and exposure
- Relevant certifications in security architecture, IAM, cloud security, SIEM/SOC or major technology platforms.
- Experience in competitive deal shaping, transformation programmes, renewals and transition from incumbent providers.
- Experience creating reusable propositions, reference architectures, estimators or pricing assets.
- Working knowledge of regulatory, legal, compliance and contractual considerations for managed services.
- Ability to operate effectively with international stakeholders and support Europe and US working hours when required.
Leadership profile
- Client-first: listens before designing and anchors the proposition in the client’s priorities.
- Commercially astute: understands that the strongest architecture must also be executable, priceable and competitive.
- Persuasive: makes complex ideas simple and turns technical capability into business value.
- Integrative: creates alignment across specialists, geographies, partners and competing priorities.
- Accountable: owns the quality and integrity of the whole solution, not only an individual component.
- Composed under pressure: brings structure, pace and judgement to high-value pursuits with incomplete information.
Why this role matters
The Cyber Solutions Architect will directly influence the quality, differentiation and commercial strength of EY’s most strategic turnkey cyber services pursuits. The role offers the opportunity to shape major client transformations, work across leading technology ecosystems and build the repeatable solutioning capability of the Cyber Large Deal Engine.
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