Our client is a global technology, consulting, and solution company, a member of a multi-billion-dollar conglomerate operating worldwide, and catering to Fortune 500 companies cut across industries. They help businesses of all sizes accelerate growth through advanced analytics, technologies, and operational expertise.

Senior Director/Director-Consulting

Technology & Business Strategy

- Strategize, architect, and manage independent Consulting Practice Delivery and Business Development across very large and multiple accounts or a region. Managing a team to deliver services across multiple business domains, industries, and accounts, including design, development, maintenance, and support of offered services as well as client engagements.

- The director position is responsible for managing the business operations and resources of a practice defined by an industry, a service line, a technology centre, a specialty area or a region. Managing people management, portfolio/delivery management, and sales enablement are the three pillars of a practice. Responsibilities include profit and loss, financial management, and cost control.

Job Description:

The key responsibilities:

- Plays a key role in advising clients on their business and technical problems as a Subject Matter Expert (SME); identifying innovative and transformational solutions

- Frame strategies and formulate appropriate tactics to protect and grow the revenue of existing accounts or region by right positioning Consulting services and offerings through sound business value communication.

- Review and create delivery strategy for projects across client accounts including advocating delivery excellence digital transformation as appropriate creating business outcomes that the client strives to achieve. Management of service levels and commitments.

- Manage key client and internal stakeholders for engagements. Understand expectations and facilitate business requirements status meetings governance for engagements. Engage and work with client and internal stakeholders and drive through the E2E requirements of the delivery ensuring customer expectations are met.

- Drive digital transformation with clients and teams focus on service improvements and value-adds. Propose innovative ideas to the customer beyond standard delivery for all types of engagements.

- Drive Service Level management pre-empt and mitigate delivery risks. Create/review risk and mitigation strategy regularly. Communicate proactively with leadership to flag risks and ask for help.

- Fully accountable for the profitability (EBITDA) of the assigned accounts or region with specific targets. Manage P&L effectively for the portfolio. Apply financial levers like utilization pyramid correction contract shifts and differentiated pricing models to continuously improve the cost of delivery and engagement level profitability.

- Responsible to lead large team of business technical delivery and operational support with high level of team motivation and employee satisfaction. Provide individual team and peer mentoring as appropriate and required to develop capabilities within the team function and organization.

- Coach leads within team on leadership abilities. Groom leaders to take up higher level roles upskill themselves and manage projects/engagements effectively and independently.

- Prepare and present business reviews to leadership.

- Develop the customer relationship to a consulting level by positioning organization as a partner of choice for digital transformation and ongoing delivery support.

Business Strategy and Tactical Design:

- Form ideas and frame business and delivery strategies for the assigned accounts or region.

- Spearhead the business development with effective business and profit management.

- Develop the business and delivery eco system in sync with dynamically changing business situations.

- Conceptualize new solutions based on forecasting market trends and customer needs.

- Create and validate roadmap for customer strategy.

- Review to contextualize the solution to the industry.

- Create or review an optimal assessment framework applicable across the majority of service offerings. Identify scope for rationalization and optimization or enhancement of capabilities.

- Identify business and technology skill sets/product capability to be built or acquired over the next 2 to 3 years based on industry trends and client direction!

- Define business benefits of solution adoption to the client. Manage proposal responses and work with the solution team to craft the best and most optimal options. Work with finance on creative pricing options/strategy.

- Ensure consistent reusability of tools and best practices across projects; influencing product and technology selection strategy.

Business Development

- Develop business and delivery plan for the assigned region or accounts suitably conceiving the organization strategies and business vision.

- Identify potential opportunities for new service offerings based on customer voice/ partner inputs / industry connects and trends.

- Have meaningful conversations with key client stakeholders interpret the data and enhance the quality of the proposed solution.

- Make useful recommendations based on existing gaps and recommend specific services / solutions. Recommend holistic solutions that lead to large highly complex deals and act as differentiators in positioning organization with client.

- Support the development of business case for investments for approval from senior management.

- Work with partners to co-develop a joint GTM.

- Review RFPs/RFIs/RFQs to understand scope of the request and guide teams to respond.

- Work with the solution team to develop a strong proposal addressing the requirements guide the response team on response sections including delivery and solution. Write executive summaries for solution responses clearly articulating value proposition and differentiators.

Engagement Management.

Project Control And Review

- Manage deals and work with internal teams as needed to develop competitive proposals both from a solution and commercial perspective. Review and validate solutions in proposals and architect solutions for large / transformational deals

- Design and implement control measures and governance for delivery excellence valuation and EBITDA and contractual KPIs.

- Maintain excellent customer relationship key stakeholders to elevate and maintain the engagement in a partnership and consulting level.

- Identify opportunities for optimization of cost / time / asset utilization in complex projects and advise relevant teams accordingly where possible.

- Create cost benefit model using ROI Payback IRR and other financial management concepts.

- Change pyramid rate changes contract shift and other onshore / offshore changes to manage costs

- Prepare internal reports - account review revenue forecast EBITDA improvement plans blueprint reviews etc

- Review project estimations; plans and guide project/program/delivery managers on implications around cost schedule timing and outcomes.

- Provide inputs on resource planning (pyramid people development) at a practice level and provide guidance at a project / engagement level as needed.

- Review benchmarks stakeholder management communication plans KM plans transition plans. Critique plans and coach teams on managing project and engagement risks and planning appropriately.

- Handle any escalated needs/priorities/issues.

- Engage with teams on lessons learned and embedding that back into delivery, sharing that with peers and delivery excellence teams. Promote continuous learning.

Knowledge Management & Capability Development

- Provide inputs to teams for training etc.

- Identify training needs and conduct internal sessions to meet the same.

- Partner with L&D and also other skill development agencies to create curriculum assessments training programs and courseware based on new service offerings / solutions etc.

People Management

- Support technical evaluation of external and internal candidates to meet project requirements.

- Perform career guidance and performance management for junior architects.

- Set direction and mentor a team of architects.

- Create a culture that is conducive for the team to take initiatives.

- Increase team satisfaction and retention.

Innovation And Thought Leadership

- Participate in external forums (seminars paper presentation. etc.) to showcase Organization's capabilities and insights.

- Interact and engage with customers/ partners around new innovative ideas concepts assets; as well as industry trends and implications.

Manage Outcomes

- Identify different types of outcomes sought (economic / financial value organizational stakeholder)

- Identify outcome measures for clients and organization ways of measuring them objectively and present dashboards demonstrating benefits.

- Quantify and communicate with stakeholders including client.

Skill Examples

- Ability to manage the IT delivery and operations.

- Skill in managing the budget and profitability.

- Talent for leading and building large teams.

- Ability to manage 360-degree relationships across external and internal stakeholders

- Aptitude to learn conceive and adapt to the dynamic business and technical eco system.

- Ability to build and manage partner and vendor eco system.

- Capability of setting goals and providing feedback to team members.

- Ability to be a corporate citizen with high level of organizational values and personal integrity.

Knowledge Examples

Knowledge Examples

- Deep understanding/ awareness of Business Transformation Service and Platform Offerings

- Expert level comfort in ITIL framework

- Proven track record of handling large delivery / operational engagement with a sizeable team members over 5 years with total relevant experience of over 12 years

- Understand the drivers of customer success and engagement success.

- Risk identification measurement and approach for risk management and reporting

- Client and organization business strategy and business functions

- Financial planning and budgeting

- Art of questioning and critical thinking

Outcome Counts:

- Revenue (Targets vs. Actuals)

- Profitability (Targets vs. Actuals)

- Digital / Cloud/ Platform Services Mix (Targets vs. Actuals)

- Value Delivered to Client (As defined)

- Customer Satisfaction

- People Satisfaction

- EBITDA improvement % and $$

- Number of unsolicited proposals (or) innovative ideas presented to customer.

- Number of leaders developed and transferred to different engagements.

The Successful Applicant

- BE/B.Tech/MCA/ME/MTech from premier institute and with around 15-18 years of industrial exposure.

- 12+ years in a product consulting role in successfully delivering multiple product-based implementation/deliveries.

- Experience in running governance of complex deployment and usage projects within large organizations.

- Strong skills in leadership, decision making, client engagement, people management, execution, and drive.

- Deep understanding of overall systems development life cycle including various methodologies (agile, waterfall, iterative).

- Deep passion for making customers successful.

- Excellent Verbal and written Communication skills.

- Good understanding of cloud Technologies and Modular/Lean Architecture

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