Summary of Role / Profile:

Focus of the Function: Pre-sales analytics services and technologies solution role for Pharma business.

Why does this job exist: To lead bid/win and pre-sales technical efforts for information science in support of sales representatives.

How does the role add value:

Role will function as a SPOC for sales pursuit and liaise with service lines and delivery to ensure proper solution design, cost, and fitment to the portfolio as well as to the sales strategy. Work with sales to develop a winning strategy, develop it with the service line, then present for internal approval and customer acceptance. Include RFI, RFP, unsolicited proposals as well as workshop and pre-sales engagement exercises.

How this role is unique from others:

This role will function as an overlay of existing technical and domain experts and bring value through disciplined sales pursuit and solution management skills while still have cross industry and technical skills. Must be focused on BFS industry experience and pain points. Know how to solve these using analytics and technology.

What are the minimum prior qualifications to be an applicant for this role:

Minimum of 10 years in a detailed, technical selling role (engagement management) with at least 5 years of that experience being in analytics and all of it being in several industry verticals (at least 3, 1 being BFS)

What are the key initiatives & challenges facing this role in the next six months to three years:

Becoming part of a true sales support organization that enhances and accelerates the sales cycle, but also improves the customer facing collateral and SME level knowledge in the sales process.

Specific competences ( Essential)

- Minimum of 3 industries experience in an analytic role

- Pre-sales engagement management experience

- IP/collateral development (author)

- Analytic knowledge of business insight (end-to-end)

- Machine learning

- Advanced analytics tools and techniques

- C-level selling experience

Specific competences (Desirable)

- Platform/Software as a Service

- Sales Support

- Cost Model creation and management

- Pre-sales process management and execution

- Technology solutions for business insight, data management, etc

Key Roles and Responsibilities Knowledge, Experience, Education External & internal contacts

1) The role will be a primary point of contact for assigned pursuits to work with the sales team to develop strategies, collateral, and solutions that fit to the business need of the customer. Mapping the business requirement to the sales portfolio appropriate for the customer vertical/domain is essential. The art of the sale and the skills needed to develop content, manage time, and enable success of each bid.

2) Work with each Service Line and Horizontal offering group to ensure portfolio is translated and applied to each solution proposal correctly for maximum benefit to the deal (cost/fit/strategy)

3) Own a deal from assignment to closure and work with assigned sales staff to create the ideal winning proposal and execute on all presentations, submissions, and internal approval processes

Essential

Presentation/Sales Training

10+ years engagement management

5+ years analytics experience

At least 3 different industries

Desirable

MBA - business, mathematics, technology

PhD - mathematics

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