Leadership Role - Solutions - Mortgage Domain

Leadership Role - Solutions Mortgage Domain

Job Description :

Position Summary :

- Individuals in this role ensure end to end ownership of solution, bid and overall value proposition from Mortgage Domain Only

- Individuals in this role shall manage and continuously evolve the Pre Sales process in a manner that translates into consistent and higher deal conversions, by implementing solutions and practices that are best in class and higher/equal to Industry bench mark.

- This role is also expected to have a perspective of the industry, competition and market trends to be able to contribute in formulating the strategy for achieving revenue targets for the vertical. Should be able to envision new capability areas for development.

Solutioning for Mortgage Clients in the following areas :

Key Result Areas :

- Bid win ratio

- Build pipeline of opportunities

- Create capability plan and drive closure

- Drive thought leadership in industry domain - participation in industry forums, white papers etc.

- Implement best practices within vertical from solutioning / pre-sales perspective

- Identify development needs and ensure training fulfillment for the team

Typical Responsibilities :

Business / Customer :

- Responsible for market positioning, position with analysts- work with marketing team, onsite counterparts

- Bid defense - front end proposal presentations

- Co-ordinate with onsite counterparts for account mining, positioning with analysts along with marketing team

- Accountable for designing solutions that are aligned to practical delivery challenges and capability.

- Lead and supervise a team of Business Analysts / Solution Architects and Bid Managers

- Work with Global Sales team / Sales Force to respond RFP, RFIs and other pre-sales deliverables

- Evolve solutions for clients and engagement teams to support business requirements

- Ensure successful conversion of opportunities to next level till involvement of pre sales (for example - converting RFI to RFP, converting RFP to Bid Defense, Support Bid Defense to Negotiation) with the help of offshore BD team

- Achieve Direct and Independent Revenue/Sales target for a line of business or Market (eg. India/ Asia Pacific)

- One Line of Business

- Ensure evolution and implementation of Product (Service Line) Management concept for the line of business offerings

- Provide direction in proposal development

- Sales, Account Management for select Accounts, Markets

- Ensure Quality responses to Client.

- Ensure timely completion of customer submission documents adhering to deadlines

- Due Diligence / Portfolio Analysis for shortlisted/ qualified deals

- Manage client visits

- Maintain a culture of high customer service

- Solution go-ahead / approvals in processes / pricing parameters / inter-department alliances

- Provide direction and guidance for due diligence, transition activities and in managing specific accounts

- Provide guidance in capability building initiatives

Project / Process :

- Bid Management

- Manage BD team to ensure planning, co-ordination and completion of activities related to Bid Management (responses / Pricing / Effort estimation / Collaboration with Onsite team for understanding requirements/Solution documents and presentations)

- Own and manage large bids ( RFI/RFP/RFQ)

- Creation of Collaterals

- Market analysis / industry trends / White papers

- Consulting / Market Research/ Business Development

- Create consulting frameworks in conjunction with CoEs / SMEs; Point of Views for service offering expansion

- Perform Competition Analysis

- Create Business Case for large deals

- Collaborate with Research analysts for secondary research for market size estimation and industry analysis

- Manage alliances/ partnerships in solutions, Drive the partners for optimum solutions and pricing.

People / Team :

- Ensure Effective and Efficient collaboration within Vertical,

- Conduct internal reviews for team members and Engage with team members to seek feedback

- Ensure that team members adhere to Quality norms and processes

- Impart and conduct process and quality training to team members

- Highlight resource issues to the group lead

- Provide annual performance appraisals of direct reports and provide regular feedback, if applicable to Group Lead (During Appraisal / whenever asked for)

- Ensure completion of training plan for all direct reports