Roles/Responsibilities:

• Own revenue and TCV (Total Contract Value) targets for the assigned account(s)
  • Achieve Sales targets while ensuring bookings mix supports in-year revenue goals.
• Ensure accuracy of TCV and revenue forecasts
  • Collaborate with Client Partners to ensure completeness and quality of pipeline data
  • Update monthly, quarterly, and annual sales forecasts for accounts assigned
  • Includes forecasting TCV close dates
• Drive generation and conversion of pipeline by collaboratively working with account relationship teams to establish connections with Client stakeholders that can lead to identification of qualified opportunities
  • Understand our clients’ priorities, problems and roadmap
  • Effectively identify and qualify prospects
  • Build client contacts and relationships (i.e., be viewed as a trusted advisor) with client decision makers (C-level and their directs)
  • Shape and influence the clients’ strategic direction via use of consultative selling approaches
  • Present a compelling business case to pursuit teams required to maintain dedication and focus when driving new opportunities.
• Plan and lead the development of winning sales strategies on complex engagements that address issues such as stakeholder management, competitive differentiation, and pricing to win.
  • Manage sales lifecycle from opportunity shaping/framing to negotiation/contracting scope of work for software development and integration programs
  • Work with clients to envision, structure, specify, and validate solution requirements
  • Where relevant develop high level solution architectures to confirm client expectations and improve understanding of estimating teams
  • Assume ownership for aggregation and integration of relevant and compelling content (presentations and proposals) for pursuits from relevant service lines
  • Define & create required content to support pipeline generation presentations and proposals by collaboratively working with internal groups, SME’s and account relationship teams
  • Provide actionable guidance to estimation teams to ensure that deals are priced to win without compromising margin or solution differentiation
• Maintain a combination of specialist, working, and basic knowledge of digital technologies, emerging trends, and their applicability to industries & domains
• SLSs (Service Line Specialists) should be “T-shaped” technologists that are expected to develop specialization in one or two offerings/capabilities based on his/her strengths
  • In their area(s) of specialization SLSs should be able to lead the first 3-4 client conversations on their own before involving SMEs (subject matter experts)
  • The implication is that SLSs must define their learning priorities based on their portfolios and opportunities
    • SLSs should do their own analysis and due diligence before reaching out to solutions teams and SMEs
    • More specifically, SLSs are encouraged to attempt to define and frame the elements required to solve a challenge first and then involve additional solutions teams and SMEs as required to drive to the level of detail required for a proposal

Requirements:

• 7+ years’ experience in consultative selling of Data Management and Analytics (BI and AI) solutions.
  • Defining story boards for presentations and proposals that resonate with a broad range of technical and non-technical client stakeholders
  • Orchestrating participation of specialists/subject matter experts across a matrix organization to generate required content
  • Editing and contributing content as required to ensure the presentations and proposals are cohesive and compelling
• 5+ years’ experience influencing senior IT and business decision makers
• 8+ years’ experience in design, build, integration and operation of data and analytics solutions
• Working knowledge of a broad range of technical specializations with substantive depth in at least two. Relevant topics include
  • Data Management – Development, Architecture, Movement (aggregation and distribution), Security, Quality, Master Data Management, Metadata Management, Governance
  • Intelligence – Modeling, Model Management, Visualization, Storytelling, BI, Advanced Analytics, ML Ops
  • Data Platforms – Hyperscalers, Snowflake, DataBricks