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Head of Practice Management - BFS

Our company is an innovative company specializing in AI-driven solutions, with a strong focus on automation and scalability.

<div>This role will be reporting to Head of Sales Strategy &amp; Sales Excellence based out of Gurgaon office of Incedo. The function is responsible for growth of the firm and practices, wherein we perform sales strategy &amp; transformation, detailed account planning for existing clients, defining market whitespaces and sweet spots for New Business Development, defining service &amp; solutions offerings for GTM enablement, proprietary thought-leadership for business development (playbooks) and responding to RFPs and client situations.</div><div>Additionally, practice management for various BUs is aligned with this function to make sure strategic agenda for BUs, Go-to-market strategy, topics for investing in knowledge development are intact with the firm priorities.</div><div><br></div><div><strong>Key responsibilities</strong></div><div><br></div><div><strong><u>Account Planning</u></strong></div><ul><li>Understand the strategic priorities of existing clients by their lines of business (LoBs) and also, the $ spend by those priorities.</li><li>Then, map the relevant priorities by horizontals &amp; capabilities that we have within Incedo to target the buyers with our propositions.</li><li>Develop detailed account relationship maps and align to Incedo Client Service Teams (CSTs)</li></ul><div><strong><u>Develop Propositions for Go-to-Market</u></strong></div><ul><li>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.</li><li>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</li><li>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.</li></ul><div><strong><u>Drive Proactive Business Development for Practices</u></strong></div><ul><li>Partner with BU / Horizontal Heads to build new business</li><li>Identify granular opportunities on the basis of account planning and also, propositions as to where we want to target in the market and accounts</li><li>Drive sales activities by partnering with the BU / Horizontal Heads towards solutioning stage and deal shaping</li></ul><div><strong><u>Own the Proposal and Pitch document developments</u> </strong>for client RFPs/ RFIs and proactive sales pursuits</div><ul><li>Storyboard and write the Proposal / Response including clear understanding of the client needs, our value proposition &amp; differentiation and solutioning of the problem</li><li>Collaborate with cross-functional teams to gather inputs for complex pursuits across industry verticals and service lines</li><li>Support the account management team in developing proactive proposals and demonstration of Incedo’s capabilities &amp; proven solutioning experience to potential customers</li><li>Completely own the quality of the client proposals/ responses</li><li>Partner with various client and delivery teams to orchestrate client visits ensuring meaningful and productive conversations, focusing on potential partnership opportunities</li></ul><div><strong><u>Manage the Practice as COO of BUs while working closely with BU Heads.</u></strong> Specifically,</div><ul><li>Define the focus areas for GTM and drive the execution along with account managers.</li><li>Understand the commercial aspects of IT services model (onsite/offshore, project methodology, etc.) including evaluation of different approaches leading to different pricing scenarios</li><li>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.</li></ul><div><strong><u>Co-Own the CRM for Incedo</u></strong></div><ul><li>Incedo has all deals parked into the CRM system at 4-stages of the sales lifecycle.</li><li>This is the basis for all sales discussion and also, the revenue forecasting.</li><li>Make sure that CRM is updated with the latest information and the next-best actions.</li></ul><div><strong><u>People Management</u></strong></div><ul><li>Manage and oversee the activities of team of presales consultants</li><li>Coach team to enable them to effectively respond to client RFPs/ RFIs with no or minimal supervision</li></ul><div><br></div><div><strong>Primary skills</strong></div><ul><li>Exceptional problem-solving skills</li><li>Outstanding written &amp; oral communication, presentation storyboarding skills</li><li>Fact-based analysis of the market and other situations</li><li>Stakeholder management including C-suite and VPs in the verticals and horizontals</li><li>Program management for response and bids</li></ul><div><br></div><div><strong>Desired behaviors from the successful candidates</strong></div><ul><li>Can deal with ambiguous situations effectively and bring consensus</li><li>Can articulate working team’s thinking clearly in the draft documents</li><li>Is proactive and self-starter</li><li>Is collaborative and a team player</li></ul><div><br></div><div><strong>Desired experience</strong></div><ul><li>Post-MBA experience in a similar role at a mid-sized IT firm</li><li>Proven record of people management</li><li>Prior experience in technology and US markets is highly desirable</li><li>Total experience to be in the range of 11-15 years</li></ul>