Complex Managed Services Deal Leader

Job Details

JOB TITLE:

16662 Complex Managed Services Deal Leader

RESPONSIBILITIES:

・Support upfront qualification of complex managed services pursuits
・Lead/support the pursuit leader with the execution of the complex MS pursuit for our clients, including the pursuit strategy/needs, client requirements, value proposition, shape of commercial deal/principles and client/the company stakeholder approvals.
・Design the strategy for complex managed services pursuits including the development of the value proposition for the client as well as the shape, structure and approach of the pursuit.
・Support and lead (where appropriate) the engagement with key client stakeholders throughout the pursuit.
・Advise senior stakeholders as they develop opportunities for new and existing managed service offerings, including innovative pursuit and deal architectures.
・Work closely with the teams across the globe on pursuits- including service lines, PMO, delivery, pricing, contracts/legal
・Ensure a formal win/loss review is undertaken for the pursuit and we capture knowledge into the artefacts that can be used to support future MS pursuits- e.g. deal structures and terms
・Contribute to the development of MS deal leadership excellence, particularly ensuring that learning is embedded into the artefacts that can be used to support future MS pursuits
・Identify opportunities to increase and optimize the overall attractiveness of MS pursuits to both the client and the company, whilst understanding the implications of identified risks on achieving the best outcomes for the company and the client.
・Support the transfer of the client relationships and pursuit knowledge to the MS delivery teams to ensure the ongoing management of the commercial aspects of contracts and to ensure learning is captured as engagements are delivered.
・Develop and participate in training programmes and/or events for Accounts, Managed Services and Delivery teams, and contribute to the sharing of success stories across the firm to showcase the best deal leadership behaviors
・Run training programmes for potential managed services deal leads
・Support the recruitment and development of talent into the MS Enablement team

The job title does not define or limit your duties and you may be required to carry out other work within your abilities from time to time on request

QUALIFICATIONS:

Skills and attributes for success:
・Strong complex Managed Services pursuit experience
・Experience in professional services and/or outsourcing organisations
・Capable of leading the MS Deal Lead team in a complex matrix and unstructured environments with teams geographically distributed
・Ability to lead and motivate MS pursuit teams and work in agile environments- that can extend over a significant time- e.g. 9 months
・Strong business partnering skills enabling working across teams.
・Able to produce work of consistently high-quality under pressure (time & outcomes)
・Ability/credibility to influence key company and client stakeholders on pursuit and deal strategies & outcomes- personal style, experience and approach
・A high level of drive, ability to work independently and deal effectively with ambiguity and change
・Broad sector experience preferred
・Strong written and verbal communication skills for client C-Suite and the senior stakeholders
To qualify for the role, you must have:
・15+ years consulting, management and deal shaping experience
・15+ years of experience of leading complex multi-geography managed services pursuits
・15+ years of working in a complex managed services environment
・Demonstrated experience in Managed Services life cycle and global complex deals
・Experience of formal procurement-led pursuits (e.g. RFPs) as well as sole source pursuits
・Strong client-service, consulting and delivery skills.
・Strong experience of commercial negotiation, business development and delivery (minimum 10 years of relevant experience)
・Working with client and delivery teams to co-develop solutions to meet the needs of the business
・Working knowledge of finance, banking, risk, compliance or tax processes
・Strategic business acumen and understanding of organization strategy and ability to design business processes accordingly
・Experience in professional services and/or outsourcing organisations
・Has the ability to travel (up to approximately 70 % business trips)
・Near Native Japanese & Business English both required
・Bachelor’s Degree required
Ideally, you’ll also have:
・Experience in a professional services organization is an advantage

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