Key Responsibilities:
- Managing all operating group, senior client buyer and functional owner relationships for the designated solution
- Driving the necessary sign-off of the solution with proper input from the operating groups on client business objectives, industry, risk assessment, budget and preferences (see service group rules/process and escalation approach for specifics)
- Managing the sales team, subject matter experts required during the sales process and the communication/ collaboration with the delivery organization(s)
- Directing and coordinating with Legal & Commercial and Corporate Transaction Services (CTS) in areas specific to the solution to ensure use of standards
- Collaborating with the operating groups to provide input to terms and conditions and in some cases accountable for specific contractual terms and conditions
- Identifying leadership contacts for service transition and operations and ensuring appropriate solution plan transition for closed deals
- Interfacing with the delivery organization/s to ensure effective transition, shape services, collaborate on clear solution assumptions, determine appropriate service delivery locations and related cost to deliver
- Orchestrating the action points coming out of the opportunity quality assurance process
- Solution planning and deal shaping for qualified deals
- Understand and translate buyer requirements into a standard solution offering deal approach, solution plan, proposal and cost estimate leveraging standard process methods, deliverables and the right collection of offerings
- Preparing the spend estimate, schedule, work plan, resource/sourcing plan
- Understand and clearly define the input required to create cost estimates; preparing the cost model estimates working with delivery organization(s), solution m(if applicable) and CTS to deliver the defined scope of services
- Collaborating as a key member of the sales team to represent the solution offering to the client buyer and other internal groups
- Aligning final solution architecture (including statement of work, schedules and other contractual documents) with final terms and conditions
Basic Qualifications:
- Minimum 4 years’ experience in either Finance and Accounting, Procurement BPO or Supply Chain
- Minimum 2 years’ experience with outsourcing, Solution Planning/Deal Shaping
- Minimum 6 years’ experience in outsourcing/professional services
- Minimum 2 years’ of experience in business development, sales strategy, and/or proposal development roles
- Bachelors degree
Preferred Skills:
- Negotiate to Close
- Value Proposition Development
- Selling Methods
- Solution Configuration
- Offering Acumen
- Business Case Development
- Deal Shaping
- Solution Planning for Outsourcing Methodology
- Solution Pursuit Management
- Proposal Development
- Alliance Management
- Pricing Strategy & Execution
- Win Strategy Development
- Service Transition Approach Development
- Solution Realization Approach Development
Professional Skill Requirements:
- High performing, energetic
- Strong communication, facilitation, relationship-building, and negotiation skills
- High level of professionalism and confidence
If you are interested or know someone who might be, please let me know janis@issg.net