Head of Practice Management - BFS

This role will be reporting to Head of Sales Strategy & 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 & transformation, detailed account planning for existing clients, defining market whitespaces and sweet spots for New Business Development, defining service & solutions offerings for GTM enablement, proprietary thought-leadership for business development (playbooks) and responding to RFPs and client situations.

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.

Key responsibilities

1. Account Planning

• Understand the strategic priorities of existing clients by their lines of business (LoBs) and also, the $ spend by 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)

2. Develop Propositions for Go-to-Market

• 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.
• 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
• 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.

3. Drive Proactive Business Development for Practices

• Partner with BU / Horizontal Heads to build new business
• Identify granular opportunities on the basis of account planning and also, propositions as to where we want to target in the market and accounts
• Drive sales activities by partnering with the BU / Horizontal Heads towards solutioning stage and deal shaping

4. 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
• Partner with various client and delivery teams to orchestrate client visits ensuring meaningful and productive conversations, focusing on potential partnership opportunities

5. Manage the Practice as COO of BUs while working closely with BU Heads. Specifically,

• Define the focus areas for GTM and drive the execution along with account managers.
• Understand the commercial aspects of IT services model (onsite/offshore, project methodology, etc.) including evaluation of different approaches leading to different pricing scenarios
• 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.

6. Co-Own the CRM for Incedo

• Incedo has all deals parked into the CRM system at 4-stages of the sales lifecycle.
• This is the basis for all sales discussion and also, the revenue forecasting.
• Make sure that CRM is updated with the latest information and the next-best actions.

7. People Management

• Manage and oversee the activities of team of presales consultants
• Coach team to enable them to effectively respond to client RFPs/ RFIs with no or minimal supervision

Primary skills

• Exceptional problem-solving skills
• Outstanding written & oral communication, presentation storyboarding skills
• Fact-based analysis of the market and other situations
• Stakeholder management including C-suite and VPs in the verticals and horizontals
• Program management for response and bids

Desired behaviors from the successful candidates

• Can deal with ambiguous situations effectively and bring consensus
• Can articulate working team’s thinking clearly in the draft documents
• Is proactive and self-starter
• Is collaborative and a team player

Desired experience

• Post-MBA experience in a similar role at a mid-sized IT firm
• Proven record of people management
• Prior experience in technology and US markets is highly desirable
• Total experience to be in the range of 11-15 years