Chief Growth Officer – Americas
Requirements
- 20+ years of IT services (not BPO, not Infra) experience in leading Sales & Business in the Americas region including experience of selling LATAM Near shoring capabilities
- Should have led 50+ member Sales & Alliances team across industry/domains & service lines to win NN and EN ACV of >USD 100 Mn. for at least 2 consecutive years
Scope of Job
- Region: Americas – USA (primary focus), Canada and LATAM
- Delivery capability sell: US Onsite, Near shoring LATAM into Americas, Near shoring Europe into Americas and Offshore into Americas
- Service line capability sell: IT Consulting, Software Development, Standard Solutions and Academy across –
-
- Digital & IT Process Transformation
- Data & AI
- Cloud
- Software Technology – SW Architecture & Design, Functional Engineering, QA, Testing & Security
- Low Code
- Microsoft
- Key Direct Reports: Sales Head US region, Sales Head LATAM Near shoring capabilities
Responsibilities
- Define the Go-to Market strategy for the region in-line with the Company & Region’s business strategy in consultation with the MD Americas and the Global CEO
- Build & Lead the Direct Sales and Alliances-focused Sales teams in-line with company & region’s business & growth strategy, culture, systems & processes
- Ensure Growth in Net New Accounts & Revenue
- Drive EN growth via Account Management – Growth in Revenue and Service line penetration in Existing Accounts
- Ensure Alliance led deal wins – Alliance partner identification, relationship management, joint go-to-market strategy and execution along with Service Line Heads
- Drive the Invoicing & Cash collection process to Account Receivables (DSO) is low
- Jointly agree & get sign-off on deal’s budget Gross Margin/EBITDA with Delivery Lead, Presales, MD Americas and CEO, as required
- Be the Executive Sponsor of all Key Accounts and Key Deals in the region
- Build & Manage relationships will all key Third party Analysts and Alliance partners to be in the knowhow of all relevant deals in the market
- Lead responsibility of Price or Rate increases in T&M engagements
- Lead Inside Sales team for Americas based out of India and LATAM
- Drive Sales Enablement with Presales & Service Line teams
- Setup Sales Operations team and ensure adequate support for Sales
- Drive industry / domain focus in Sales team and selling process
- Ensure correct and disciplined usage of Sales CRM like Hub Spot for Management reporting
- Collaborate with Marketing on Brand, Campaigns, MQL, ABM etc.
- Internal Collaboration – cross-functional, cross-regional, cross-cultural
Thank you in advance,
Sincerely,
Larry Janis
Managing Partner I Integrated Search Solutions Group
P-516-767-3030