Senior Director – Complex Deal Architect : North America

ERM•Scottsdale, AZ

About The Position

As a Senior Director - Complex Deal Architect , you will work with our service and account teams to design, model and quantify value for complex consulting offerings that drive transformative outcomes for our global clients. This strategic, client-facing role focuses on quantifying client value drivers and designing scalable, high-impact solutions and delivery models leveraging automation, global delivery teams, and sustainability. You will guide our teams and clients through the sales cycle of transformative engagements, particularly in managed services and multi-year sustainability-driven programs. Leveraging deep expertise in solution architecture, alternative delivery models, contracting and commercial strategy, you will collaborate closely with ERM account teams to develop business cases and architect multi-year programs and managed services agreements. Drawing on a consulting background from top-tier firms, such as leading engineering advisory firms (e.g., Jacobs, AECOM, Arcadis, WSP), Capgemini, Accenture, or the Big 4, you will support teams in architecting large-scale programmes. These will utilize managed services, lower-cost delivery models, and AI-driven capabilities to enhance efficiency and innovation. Preferred role location: USA.

Requirements

Bachelor’s or Master’s degree in Engineering, Computer Science, Business, or related field.
10+ years’ experience in consulting, solution design, or service delivery roles.
Proven track record in solutioning, automation, and offshore delivery models.
Exposure to global consulting environments and complex client engagements.
Ability to design and articulate complex, scalable solutions across multiple domains including strong experience of providing consulting managed services directly to clients.
Strong commercial instincts with direct experience in large deal shaping, senior client buyer engagement and building trusted advisor relationships.
Ability to handle end-to-end pursuit process, including solutioning, pricing, interacting with TPAs, competitive analysis, win theme creation, etc.
Hands-on solutioning and pricing expertise in large, complex multi-tower deals.
Strong interpersonal and communication skills, with the ability to build and maintain client relationships.
Skilled in stakeholder alignment and executive communication.
Comfortable working in a fast-paced, evolving environment with multiple priorities, with a focus on value creation and client impact.
Ability to drive alignment across diverse teams and stakeholders.
Passionate about sustainable transformation and ESG-aligned consulting.

Nice To Haves

Experience of selling Sustainability consulting services preferred.
Prior experience in firms such as leading engineering advisory firms (e.g. Jacobs, AECOM, Arcadis, WSP), Capgemini, Accenture, Big 4, FTI Consulting, or similar.

Responsibilities

Solution Development & Architecture Lead the development of client-specific proposals using structured frameworks and alternative delivery or contracting models (including managed services).
Identify opportunities for new solutions or services that leverage automation, global delivery teams and sustainable technologies to create unique or differentiated value propositions in the sustainability market.
Collaborate with practitioners and delivery teams to design tailored solutions that address program level needs for key global clients
Lead on client discussions to baseline current state, design future state and quantify value for 'as a service’ contracts or complex multi year transformation programs.
Define technology and process requirements and ensure alignment with client environments and delivery capabilities.
Sales & Commercial Leadership Lead client engagement strategies, including deal shaping, proposal development, and executive presentations.
Support account teams in deal shaping, pricing and estimating, solution design, proposal development, and client presentations/workshops.
Collaborate with sales and delivery teams to ensure solutions are commercially viable and operationally executable.
Drive commercial success through solution-led sales support activities.
Framework & Methodology Development Grow and expand key operational GTM focus areas and capabilities such as BPaaS (Business Process as a Service) and BOTT (Build, Operate, Transform, Transfer), and increase our involvement with GCCs (Global Capability Centers).
Collaborate on the build and refinement of frameworks including: KPI proposals, service delivery fundamentals and SOP structures.
Ensure frameworks are aligned with ERM’s strategic goals and client expectations.
Delivery Enablement Bring together diverse capabilities within ERM to deliver unified, scalable solutions, fostering collaboration and knowledge sharing across services.
Partner with consulting delivery teams to ensure solutions are implementable and aligned with delivery capabilities.
Support integration and transformation programs with solution design oversight.
Drive seamless integration of offshore teams and automation into client delivery models.
Stakeholder Engagement Engage senior client stakeholders and buyers to position and sell high-value, integrated consulting solutions that align with transformation, financial and sustainability goals.
Collaborate across ERM’s internal teams to define and operationalize delivery strategies for large programmes, ensuring alignment and cohesion across service lines and geographies.
Act as a trusted advisor to senior stakeholders, translating strategic direction into commercial execution.
Build alignment and commitment from ERM account and delivery teams.
Influence And Decision-Making Authority Drives strategic sales initiatives and ensures alignment with business goals.
Communicate with executives regarding the impact of commercial decisions.
Focuses on mid- and long-term sales strategies and client relationship development.
Responsible for driving implementation excellence, ensuring alignment with strategic goals, and enabling adoption of new delivery models.
Works closely with senior stakeholders to translate strategic direction into operational execution.
Focus is on the development and implementation of mid-term strategies (e.g., ~3 years) and operationalisation of long-term strategies (~5 years+).
Often negotiates and compromises with internal and external parties to accept concepts, practices and approaches.
Frequently communicates with executives regarding impact of strategic decisions on rest of organisation.
Responsible for improving upon processes or systems using significant conceptualising, reasoning and interpretation skills.
Problems and issues faced are undefined, difficult and complex and require detailed analysis and personal knowledge and investigation to understand the problem.
Ensures appropriate selection and organisation of talent for the area of responsibility.
Coaches and develops team.