Head of Practice Management - BFS

• Understand the strategic priorities of existing clients by their lines of business (LoBs) and also, the $ spend by those priorities.
• Then, map the relevant priorities by horizontals & capabilities that we have within Incedo to target the buyers with our propositions.
• Develop detailed account relationship maps and align to Incedo Client Service Teams (CSTs)

• Develop our suite of offerings and develop services + products approach for winning in the market. This is critical to win proactive / sole-sourced projects and deals.
• Understand the market backed by fact-based research and map the various propositions available in the market by leading competitors and also, emerging trends in the market
• Help develop solutions needed during ‘shaping’ stage of sales process. This requires close coordination with the onsite sales and product management teams incl. design thinking, data science teams etc.

• Partner with BU / Horizontal Heads to build new business
• Identify granular opportunities on the basis of account planning and also, propositions as to where we want to target in the market and accounts
• Drive sales activities by partnering with the BU / Horizontal Heads towards solutioning stage and deal shaping

• Storyboard and write the Proposal / Response including clear understanding of the client needs, our value proposition & differentiation and solutioning of the problem
• Collaborate with cross-functional teams to gather inputs for complex pursuits across industry verticals and service lines
• Support the account management team in developing proactive proposals and demonstration of Incedo’s capabilities & proven solutioning experience to potential customers
• Completely own the quality of the client proposals/ responses
• Partner with various client and delivery teams to orchestrate client visits ensuring meaningful and productive conversations, focusing on potential partnership opportunities

• Define the focus areas for GTM and drive the execution along with account managers.
• Understand the commercial aspects of IT services model (onsite/offshore, project methodology, etc.) including evaluation of different approaches leading to different pricing scenarios
• Drive internal initiatives like building compendium of case studies, capabilities decks and other initiatives which enhance our value proposition e.g., automation, transition to managed services model etc.

• Incedo has all deals parked into the CRM system at 4-stages of the sales lifecycle.
• This is the basis for all sales discussion and also, the revenue forecasting.
• Make sure that CRM is updated with the latest information and the next-best actions.

• Manage and oversee the activities of team of presales consultants
• Coach team to enable them to effectively respond to client RFPs/ RFIs with no or minimal supervision

• Exceptional problem-solving skills
• Outstanding written & oral communication, presentation storyboarding skills
• Fact-based analysis of the market and other situations
• Stakeholder management including C-suite and VPs in the verticals and horizontals
• Program management for response and bids

• Can deal with ambiguous situations effectively and bring consensus
• Can articulate working team’s thinking clearly in the draft documents
• Is proactive and self-starter
• Is collaborative and a team player

• Post-MBA experience in a similar role at a mid-sized IT firm
• Proven record of people management
• Prior experience in technology and US markets is highly desirable
• Total experience to be in the range of 11-15 years

Qode