Description
My client is a supplier of software solutions and engineering services to the automotive and mobile industry with unmatched domain expertise and experience, combined with a global footprint enable our customers to realize their products, services and visions.
Job Description:
We are aggressively building a business model to meet significant client demand and market opportunities for large, global, complex, cross-functional software engineering outsourcing engagements. One aspect of the business model is the Client Director, who is collaboratively responsible for the successful pursuit of these engagements. To meet these demands and opportunities, we are looking for extremely talented, capable and experienced sales professionals who can lead these pursuit opportunities.
*The CD will have a primary responsibility of architecting the pursuit's overall strategic approach and orchestrating the tactical execution, including "shaping" the opportunity as well as the solution with the client.
*Shaping includes (but is not limited to) building on the relationship, creating the business case, ensuring solution alignment, and structuring the deal.
*Market development activities, which consist of the identification and qualification of opportunities, are strongly complemented by a dedicated business development function.
Requirements:
Formal Education:
*Bachelor's degree in business, sales, or marketing or equivalent training in business or sales management
*Preferred, but not required, a Bachelor's degree in Computer Engineering or Computer Science or equivalent
Required Experience:
*Large, complex outsourcing deal experience, including winning and transitioning the deal to delivery, understanding the dynamics of a large deal and managing well the associated pressure and intensity
*Strong Program management capabilities the ability to thrive in an organization that has sales support in both the US and India with a diverse set of players and resources.
*Strong content orientation: able to bring or develop a good understanding of the subject matter, eg, aspects of the Product Development Life Cycle (PDLC), Applications and the stature and requisite skills to understand related content. Explicit experience at change management and/or transformation is a plus.
*Executive presence: ability to engage the client at various levels (including the C-Level) of their organization, strong presentation and facilitation skills, ability to structure and facilitate workshops, ability to build and develop the business case for the large deal "on his/her feet".
*Off shoring or near-shoring experience is a requirement
*Target backgrounds include current employees of Software Engineering Outsourcing providers/ITO Providers/BPO providers; as well as alumni of a major global consulting firm. We have a strong preference for those individuals with a consultative, content-centric, problem-solving approach and nature, not purely transactional basically a consultant who is responsible to sell. Qualified candidates must be able to operate at a much higher level than merely project coordinators.
*Sector experience: We are a cross-industry organization, so typical "major" vertical experience includes financial services, hi-tech, manufacturing, healthcare, telecom, retail, etc.
*Global regional or sub-regional experience: actual multi-regional or multi-organization experience is a key success factor, with demonstrated capacity to operate and thrive in a multi-cultural environment.
*Candidate must have a track record of strong sales performance against quota'ed targets (revenue & bookings)
*Candidate must understand the ISV market and have contacts within the ISV community or ecosystem OR have the ability to sell commercial grade software concepts to non-ISVs
Specific Job Skills:
*Excellent communication, presentation, organization, and project management skills.
*Strong leadership skills with ability to mentor and motivate team members.
*Advanced skills in Microsoft Word, Excel and PowerPoint.
*Due to the growth nature of the business, a very high level of energy and commitment and a strong focus on immediate output is expected.
WA Consultants is an Employment Business and an Employment Agency as described within The Conduct of Employment Agencies and Employment Businesses Regulations 2003.