Position Details: 4. Engagement Director-

Description:

Position Description:  Platforms Engagement Director- Banking, Financial Services and Insurance

The Candidate should be highly experienced in building and leading a strategic consulting portfolio of business. The candidate will possess 20+ years of deep knowledge of the industry, clients, their priorities and pain points. Experience developing advisory relationships at the Client’s Senior Business Management Level to advise, influence and drive their strategic agenda is critical. Experience includes proactively identifying complex/subtle problems and guiding the team / client to effective solutions, while coordinating and developing x-Consulting Opportunities and Full CLIENT Services solutions within the accounts.

Collaboration and joint accountability with internal stakeholders is paramount to success.

The candidate will be a direct report to the Managing Partner for BFSI Consulting and Service Integration.

Responsibilities include:

•          Drive high value client relationships

•          Sell and deliver business transformational programs specific to large Platforms

•          Integrate consulting skills to CLIENT’ sales and delivery

•          Act as trusted advisor to the client and Consulting Partner of choice internally

•          Build domain consulting based solutions leveraging multiple GCP solution practices. Bring together advisory and delivery capabilities of CLIENT

•          Significantly increase the consulting wallet share in large key accounts; meet/exceed revenue targets

•          Integrate into the account strategy and become a key component of leadership and driver of overall CLIENT revenue growth.

•          Exhibit thought leadership to establish CLIENT brand in the client consulting space

•          Apply industry domain experience to solve business issues.

•          Leverage best practices from other client solutions and delivery

•          Create business access to non IT executives

•          Develop deep domain based Cx relationships that drive the client’s strategic agenda

•          Provide business ideas and innovation for strategic positioning of CLIENT

•          Strengthen the consultative skills and leadership within an account

•          Develop and leverage internal CLIENT Services relationships

Candidate should possess a deep understanding in 4 or more functional domain areas such as:

·         Corporate Banking

·         Consumer & Private Banking

·         Wealth Management

·         Lending

·         Payment & Transaction Services

·         Asset Management

·         Insurance

 

Candidate must meet the following criteria:

·         20+ years of relevant BFSI Industry experience

·         Been there, Done It – proven success in a similar role to this

·         Has worked at Top Tier Consulting Firm, such as the Big x for 5+ years

·         Has been a delivery consultant for 10+ years

·         Has experience with IT & Business Process Consulting, Systems Integration & Outsourcing

·         Fewer than 3 positions in the past 10 years.

Candidate should also possess as much of the following as possible:

·         Demonstrated track record of annually generating multi-million dollars of consultative solution sales at BFSI clients.

·         Verifiable list of senior executive contacts where the phrase ‘senior executive’ equates to an individual who can give the final say on consulting contracts leading to an annual consulting revenue stream of $10M+.

·         Experience with target account business development planning and execution (strategic planning, demand generation, opportunity identifications, opportunity pursuit, sales closure) within (Domain) in clients.

• Previously played “trusted advisor” role to client executives and where applicable, account teams.

·         Hands-on experience performing demand generation  activities including, but not limited to, attending social client gatherings, creating ‘pitch’ presentations, delivering pitches,  and defining ROI.

• Previous experience in all aspects of “running” a business, including: managing teams, managing to metrics, effective financial management, identifying opportunities for internal collateral/offerings
• Develop and continuously maintain a $50M+ consulting pipeline of  sales
• Develop and continuously maintain a $100M+ large deal pipeline of opportunities that leverage the BPO, ADM and other large CLIENT services.
• Lead the development, maintenance and implementation of CLIENT’ consulting business advisory development strategy for select accounts.
• Identify and convert opportunities for CLIENT services into delivered revenue streams across consulting and other CLIENT Practice units

·         Oversee delivery engagements and handle the issues and follow-on opportunities resulting from this type of role.

• Develop innovative intellectual capital and thought leadership in (Domain) for senior client presentations and external publication.

·         Manage all operational aspects of select accounts including but not limited to: account strategy, pipeline management, revenue forecasting, WON management/allocations, revenue/cost/GM management and remediation, unbilled and leakage, etc

·         Demonstrated ability to expand client relationships up-line to “CX” level.

·         Aggressive analytic and problem solving excellence

·         Past experience managing all aspects (sales, delivery and operations) for large clients, a business or line of business

·         Superior written and oral communications skills.

·         Dynamic time management under pressure and constantly changing priorities.

·         Ability to overachieve against personal and team performance metrics in a highly matrixed multi-culture global operating model.

• Strong team player in achieving alignment without consensus

 

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