AddressSenior Manager/Associate Director_Hi-tech
Key responsibilities:
- Define BU / Horizontal level Strategy along with the Business Heads and Head of Strategy
- Keep a track of market developments and how technology buying spend & behaviors are changing.
- Competitive intelligence: Understand the market backed by fact-based research and map the various propositions available in the market by leading competitors, to sharpen our propositions ahead of the curve.
- Developing propositions and designing Go-to-market Strategy for winning in the market.
- Develop industry / segments point-of-views and solutions, aligned to GTM Strategy of the BU
- This is critical to win proactive / sole-sourced projects and deals.
- This involves primary and secondary research, developing hypothesis on market / client situation, conducting analyses and preparing client-ready documents for discussion.
- Integrates emerging technologies use-case into our value proposition.
- Develop solutions including demo and proof-of-concepts 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.
Account Planning:
- Understand the strategic priorities of our existing Product Engineering/Hi-tech clients by their lines of business (LoBs) and the $ spend associate with 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)
- Identify granular opportunities on the basis of account planning and also, propositions as to where we want to target in the market and accounts
- Own the Proposal and Pitch document developments for client RFPs/ RFIs and proactive sales pursuits
- 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
- Manage the Practice as COO of BUs while working closely with BU Heads
- Drive the strategic agenda for Practice in line with firm priorities.
- Define the focus areas for GTM and drive the execution along with account managers.
- Keep a tab on the deals we are pursuing and transparency of Next Best Actions (NBA).
- 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.
