Emerging Technology Offerings Leader

Emerging Technology Offerings Leader

Function Purpose:

Emerging Technology Offerings Leader is the primary interface for the Markets for a deal pursuit; responsible for the overall vision and strategy (short and long-term strategic planning), thought leadership and internal and external practice roadmaps, offering development and evangelization, influences complex solution design, owns pre-sales and enablement, innovation and partner management. Works closely with market units to close strategic opportunities and to meet revenue targets.

Responsibilities:

Develop Practice Strategy

Define the Practice area and the outcomes the team aims to achieve for customers across the three pillars of Modern Engineering by tailoring the global practices for Americas specific needs

Develop insights on the key market and competitor trends with focus on tech evolution / new threats

Develop a vision & comprehensive strategy for the Practice as well as execution roadmap

Drive initiatives related to disrupting competition with Productivity, Legacy Modernization and AI Infusion by leveraging our Platforms

Manage Practice Area Performance

Ensure Practice area revenue growth in line or above market; Drive and track adoption of Platforms across all SPE engagements. Support Markets and troubleshoot challenges as-needed

Own offering management and drive platform roadmap

Identify market gaps, opportunity for new offering and platform development

Develop offering and platform strategy and roadmap aligned with the most attractive growth segments of the market. Design and develop a suite of repeatable and scalable offerings that leverage our Platforms to address critical client business outcomes. Manage lifecycle (ideation to retirement) & identify investment areas in new offering incubation, growth as needed by leveraging our Digital Studios. Oversee offering evangelization internally (SLS, Client partners) and externally (analysts etc.)

Manage Sales Trends

Manage translation of business problems into IT solutions & work with sales leads; assist sales team qualifying prospects. Participate with sales and account teams in executing select account penetration strategies. Provide inputs to the Platform Group Product Managers/Owners to drive greater client relevance

Lead with Platforms, Credentialize deals

Engage priority clients directly to credentialize deals and ensure that our solutions include Platforms to drive Productivity, Modernization and Lead with Innovation. Ensure Pre-Sales team is engaging clients in region to explore opportunities and better define desired business outcomes, through workshops/digital dialogues/demos/PoCs. Be accountable for directing the deal pursuit process end to end within the service line. Provide input for Pre-Sales team to support priority customers in imagining how our offering and platforms can improve their business. Ensure team is equipped and trained to credentialize deals with customers though deep subject matter expertise & experience

Thought Leadership

Engage with external analysts to position the Practice area expertise. Define thought leadership & portfolio strategy, publish, educate the market and drive commercial conversations.

Owns alliance relations

Own alliance relations and partnership with vendors

Establish and develop new strategic alliances and partnerships to better business outcomes

Required Capabilities/Skills/Years of Experience:

Functional/Practice knowledge: Understanding of user centric design, and ability to generate, oversee actionable and impactful roadmap that effectively engages the organization to achieve strategic milestones

Technical prowess: Deep technical expertise in Practice area to bring together practice offerings to address customer needs, and to create proof of concepts if needed, as well as credentialize solutions

Industry knowledge: Deep knowledge of IT services/IT outsourcing globally; ability to communicate across stakeholders

Commercial knowledge: Ability to analyze sales opportunities and qualify leads and opportunities

Executive Presence: Effective executive communication skills to clearly articulate vision and lead effective teams across the enterprise; productively challenge counterparts, bringing valuable insights

Relationship management: Outstanding interpersonal abilities; skilled in managing relationships with executive leadership and business units, effectively aligning stakeholders to strategic plans and mediating conflict

Leadership experience: Excellent organizational and leadership skills to build strong Strategy function and lead by example; strong project management, budgeting, talent management, and business operations skills

Experience:

Minimum 6+ years in senior leadership role

Minimum 10+ years of complex solutioning experience, with broad technical experience

Minimum 10+ years in in experience in assigned functional/technology area, with applicable market standard certifications

Preferred background:

Senior leadership role in project & product management, experienced in managing niche skilled teams. Domain expertise across verticals. Track record of bringing platforms/offerings to market, as well as leveraging organizational capabilities to support solutions

Parameters for Success:

KPIs: TCV Growth % , Revenue Growth %, Platform Infused TCV and Revenue Growth %, Sales support coverage, Relative revenue growth vs top quartile competitors, TCV of offerings led deals, Portfolio mix: Revenue mix by sub offerings.

Analyst ranking/rating of Practice and Platforms competencies, No. of client deployments of Platforms, Partnership growth - Sell-with TCV, M&A success, Increase in average billing rates, Diversity