Curran Daly & Associates
Published
January 9, 2018
Category
IT  

Description

Basic Function

Drive the Front-ending, Client Engagement, Solutioning  and delivery of Advanced Automation & Robotics and Advanced Technologies capabilities for the Philippines

 

Job Requirements

  1. Influencing new client deals, maintaining relationship with the CXOs, CIOs and Sr. Leadership counterparts from key clients and create a positive industry mindshare on the practice's Advanced Capabilities
    1. Be a strategic partner to Client by demonstrating a deep understanding of their market and their challenges and opportunities
    2. Manage client relationship via continuous communication with stakeholders and ensure Client needs are being met.
    3. Participate / Lead in presales, new client pitches, demos with the relevant Client stakeholders, including Project and Sales Leaders, Technology Leaders and Senior Management
    4. Participate / Lead new Client pursuits through embedded and transformative use of Advanced Technologies, Automation & Robotics
    5. Proactively seek to increase revenue by translating assigned client's challenges into growth opportunities, develop inroads in Client organization
    6. Work closely with marketing on branding, go-to-market, messaging, client-centric activities, and demand generation campaigns
    7. Proactively engage with leading Analysts and Influencers in Client organizations
    8. Interface and participation in Industry Forums and Client Events
    9. Provide Thought Leadership, develop industry connect
    10. Lead and enhance Innovation Labs and Executive Briefing Centers for influencing Client stakeholders
    11. Develop Case Studies, publish white papers, and showcase-able demos aligned to industry/ Client requirements and enhance win ability
    12. Interface/Liaison between the Offshore delivery organization and Clients
    13. Expand and drive Advanced Automation & Robotics and capability in US
    14. Develop and leverage partnerships with leading Robotics and Advanced Technologies software providers for joint solutioning and capability co-creation
    15. Assist in expanding existing  ecosystem of partnerships & alliances

Key Qualifications

  1. 6 to 8 years in Client Relationship & Solutioning role as a part of business organizations primarily Insurance, Healthcare, Banking and Financial firms, or with Business Advisory Service / Software Application firms providing services to said industry verticals
    1. Needs to have good orientation and understanding of BPM business models (FTE, Transaction/Outcome based etc.)
    2. Strong understanding of Robotics & Advanced Technologies solutions (Cognition, AI, Machine Learning, Natural Language Processing, Internet of Things) in BPM industry
  2. Knowledge of onshore Client dynamics and Client engagement experience:
    1. Knowledge/Understanding of business verticals like Insurance, Healthcare, F&A, Banking
    2. Strong understanding of Advanced Automation & Robotics  Technologies and Solutions
    3. Ability to Partner and engage with Business Leadership in key Verticals and Domains
    4. Manage concurrent priorities for presales solutioning engagement, Client engagements and go-to-market initiatives
    5. Experience of consultative Technology-led pitches and create client value propositions for existing Technology products and services
  3. Self-starter and independent thinking capability on creating:
    1. Business-centricity and capability development focus
    2. Combination of Individual Leadership and Capability of managing engagements / initiatives as a team
    3. Good and assertive communication skills, both oral and written
    4. Go-getter with strong interpersonal and leadership skills
  4. Effective negotiator with strong point of view in their own field of expertise and effective decision making skills:
    1. Total Experience: 12-20 years
    2. Relevant Experience: 3 years in Automation & Robotics and Advanced Technologies
    3. Having exposure to Robotics Automation with market leading software solution providers like Automation Anywhere, Blue Prism, UI Path, Workfusion
    4. Understanding of Vertical/domain Processes and industry accepted Automation capabilities specifically in third party outsourced scenarios
    5. Strong consultative sales skills, comfortable working in a fast-paced, demanding entrepreneurial environment
    6. Able to lead market/competitive landscape research, conceptualize/envision Services Portfolios and apply the said research insights to enhance  packaging and value proposition of Client solutions
    7. Ability to independently interface with business and clients for their requirements, opportunities and solutions; as well as liaise with an offshore team for Client engagement and delivery
    8. Experience of disparate Technology and Business domains
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