18/12 Nataraj I M
Recruitment Lead at IBM

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IBM - GTM Role - Energy & Utilities Sector (13-23 yrs)

Mumbai/Navi Mumbai Job Code: 645290

Functional Experience Requirements:

- Energy & Utilities industry sector

- Solutioning / pre-sales / project delivery experience in Energy & Utilities sector

- Should have good solution delivery experience in the areas of Smart Metering, Smart Grid, SCADA/DMS, Billing, CRM, Asset Management, etc.

- Should have worked with multiple products e.g. SAP, Oracle, Maximo, etc.

- Adept at business writing which is flavored by industry knowledge

- Good understanding of solution components such as pricing, tools, and technology, location strategy etc.

Required Experience/Skills :

- Detailed knowledge of the Indian Power & Utilities sector, including its commercial, technological and regulatory drivers

- Demonstrable industry network (ability to maintain/develop client relationships) and experience in strategy consulting selling

- An ability to multi-task effectively and balance time between project delivery and business development support effectively

- Strong written and oral communications skills.

- Thorough knowledge of Electricity Regulatory Process, tariff setting, Power market regulation regarding tariff determination, Renewable Energy Policies.

- Thorough knowledge of Standard Bidding Frameworks for tendering and flagship programmes of Govt. of India such as UDAY, IPDS, DDUGJY, etc.

- Would be responsible for end-to-end solutions

- S/he would be responsible for responding to all RFPs and RFIs, providing pre-sales support to this segment, opportunity qualification to contract closure and helping the practice development.

Job Responsibilities:

Signings

- Devising the annual business development plans based on the business goals and objectives of the organization in consultation with the management.

- Managing the Solution Design team

- Create customized solutions which address client business constraints and leverage strengths of the Organization.

- Maintain knowledge of industry trends

- Research on competition and update on global market trends

- Conjuncture business challenges which are specific to target client and leverage analogical experience.

- Propose delivery alternatives which address risk and investment appetite, stand out against industry competition and increase chance of the Organizations success in bid process.

- Understand total solutions, Opportunity Assessment, Analysis of RFP/RFI/RFQ

Documents, Discoveries & Scoping Workshops

- Interview and collect requirements directly from clients/prospects, present capabilities

- Lead or act as Subject Matter Expert

- Establish business architecture

Personal Attributes:

- Strong communication skills (Written & Verbal) should be able to communicate with various levels in client organization at the same time.

- Ability to represent the Organization to clients

- Prioritizing and Organizing Skills.

- Ability to work with a team.

- Analytical and problem-solving skills.

- Exposure to quality and understanding of quality resources & their requirements

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