Director Business Consulting
The Business and Solutions Consulting director is a key Demand Generation Management role within Subex solutions and services. The Director will manage a team of Solution Consultants and Solution Architects. The role of the team is to provide business solutions and consulting support to sales and account management teams. Team Activities include for support demand generation, RFP responses, development of technical solutions, customer presentations, customer workshops and POCs and solution demonstrations.Provide leadership, guidance and mentoring to the regional and/or domain teams to achieve the relevant Order Intake goals. Bring domain, application and service knowledge to BSC, Sales, Marketing and Customers & Prospects during customer engagements and prospecting. Provide planning and strategic direction for the BSC team. Work with Sales and other senior leadership members to ensure a coordinated approach to meeting the company goals. This includes Sales account management planning, product management planning and go to market strategy.Hands on engagement in the sales process supporting customer meetings, proposal creation and other steps to ensure progression and closure of opportunitiesResponsibility & Key Result Areas Member of the regional leadership team providing strategy and tasks to achieve regional goals Engage in consultative and insight-driven discussions with any level of clients leadership team, up to and including CxO level to position Subex products and services Assist with account qualification by utilizing knowledge of telco business processes and applying this along with deep understanding of Subex solutions to determine their applicability to solve the customer problem. Support sales strategies to develop new customers as well as grow existing customers. Stay tuned to market and competition, participate in trade events, conferences, customer forums and provide inputs to the internal teams towards developing contextual offerings that will help differentiate Subex in the market place Establish client relationships across existing/new client base. Act as a trusted advisor by advising customers on market trends, strategy and insights in the areas that Subex provides products and services. Management and Development of a Solution Consulting team that supports the sales of Subex solutions and services. Provide guidance to the team to focus efforts on achieving company and regional goals Lead responsibility for all technical aspects (solution design, requirement compliance, quality and competitive positioning) of the proposal being extended to the customer Ensure the Solution Consulting team is fully trained and capable of supporting RFPs, Customer presentations, Demonstrations, POC Management of Subex Solutions and Services Allocation of team resources and prioritization of tasks Creation of domain and product material to support Sales engagements Ensure adequate facilities and tools available to the team to meet our objectives. For example, demonstrations, hardware and marketing support Set and monitor individual and team KRAs and goals Report progress and activities to Global Head Approve travel, expenses and vacation and ensure that these are within the cost targets defined for the function.
Bachelors Degree in a technical discipline (Engineering, Sciences or Math) MBA is highly desirable Prepared to travel internationally for up to 50%.
Senior Manager gravitas and persuasion Excellent communication and presentation skills Ability to communicate with business and technical audiences Empathy for the business drivers of the client People Management & Customer Management Skills Strong analytical and problem solving capability Skilled in the use of Microsoft office applications including Word, Excel and Powerpoint Fluent in English, written and spoken. Highly desirable to be fluent in another language.
Accountability & Authority Accountable for supporting Order Intake targets Accountable for contributing ideas and execution strategies for advancing opportunities that have become stalled at any given stage Accountable for proposal accuracy and quality Accountable for contributing ideas and execution strategies for advancing opportunities to stage 5 (proposal offered and short-listed) in the most expedient manner possible. Accountable for bid defense, demo and POC success Accountable to support Sales to take opportunities to closure and build pipeline Authority to prioritize tasks allocated to the team Authority of deciding the right approach and solution for opportunities Accountable for providing technical qualification of Sales opportunities Accountable for account planning jointly with Sales and FulfillmentDecision Making Responsible for solution design to match customer need and budget Solution compliance to customer requirementsInterface RVPs, Sales Directors, Fulfillment, Support, MS operations, Product Management Customers & partners (alliance and technology partners)CompetenciesLeadership Skills: Ability to mentor and guide experienced consultants to achieve their goals and to improve in the key areas. Business development and consultative selling skills Use knowledge and experience to influence other departments to ensure more efficient working and coordination. This includes Sales, Marketing, Fulfillment, Bid Management, MS Operations, Product Management and Support Ability to resolve disputes within the team or between departments Motivate the team to achieve goals and maintain focus Demonstrate industry leadership and guidance to external customers Cooperation and teamwork skills: Joint planning with other departments and team to ensure goals can be met. Team building and support to ensure effectiveness and cohesion within team Ability to influence and manage at a senior level both internally and externallyAnalytical Skills: Understanding of the Subex portfolio and the ability to identify new opportunities and synergies which may not be obvious to the domain team membersCommunication Skills: Excellent communication and relationship development skills at a C-Level, Business and technical audiences Clear internal communication and negotiation skills to meet company and regional goals Public speaking and facilitation skills Client interface and consulting skillsPlanning & Scheduling Skills: Resource planning and prioritization to meet goals Agreement with stakeholders, such as Sales, on timing and execution approach for tasks Ability to react to unexpected and short notice demands.