Job Description:
Responsible for the Industry gowth for within a region, Leads the sales and management of replicable services and solutions into targeted high-growth markets for new and existing clients while achieving profitable revenue growth for Unisys. Builds the business and long-term client relationships, and cultivates service opportunities by establishing engagements to ensure profitable revenue growth for Unisys. Successfully leverages the Unisys portfolio to deliver break-through results for clients, implements the overall business strategy within their Industry, and develops other Industry professionals within the region to achieve growth and profitability.
Industry Management • Ensures that the Industry organization's strategy is consistent with Unisys strategy. • Achieves profitable revenue growth through the successful implementation of the business strategy. Business Development and Client Relationship Management • Interfaces with the client’s most senior executive team to generate additional business. • Evaluates the client's business strategy, objectives and requirements. • Leverages the entire Unisys portfolio to identify and win new engagements, both within the Unisys existing client base and at targeted new accounts. • Develops services (and in some cases product) offerings targeted to specific market segments, based on thorough market research and analysis. • Builds 'client for life' relationships by successfully leveraging Unisys entire portfolio to deliver breakthrough results for his/her clients. • Assists clients in developing strategy and create innovative client-specific solutions that drive meaningful business change. • Becomes a trusted advisor to clients by building solid professional relationships with members of the board of directors and CXO level management.
• Effectively manages pursuit risks, identifying and promptly notifying senior management of the potential impact of such risks and alternative approaches to mitigating them. People Management • Advocates and models a strong focus on performance management, development, career growth, engagement, and diversity within the Industry Group. • Attracts and appropriately motivates professionals to build an industry leveraged to achieve or exceed growth, productivity and profitability targets. • Works with Unisys recruiting to maintain a pipeline of outside experienced professionals. • Provides appropriate mentoring, feedback, training and development opportunities to help individuals within the Industry Group reach their full potential. Business and Industry Skills • Functions as an expert in one or more domains. Demonstrates marketable expertise in at least two market segments and/or functional/technical areas of specialization. • Has successfully applied knowledge to establish client contacts and develop new business; has used knowledge to build own image and reputation. Stays current with information management / technology / IT Infrastructure industry, competitor and vendor strategies, technologies and offerings. Conveys an executive presence, a high level of professionalism and a focused commitment to excellence. • Forecasts, plans, implements and reviews financial and people resources in order to meet defined business requirements in line with company strategic plans, targets and objectives. Defines intermediate goals and contingencies. • Communicates in an open, candid, clear, complete and consistent manner. Listens well and gives full attention when others are speaking. Demonstrates maturity, self-confidence and self-control in formal and informal interactions. • Understands the meaning and implications of key financial indicators. Analyzes, integrates and utilizes financial data to accurately diagnose business realities, to identify issues and to develop strategies and plans. • Maintains absolute integrity while balancing the potentially conflicting objectives of exceeding client expectations for quality and value, appropriately developing professionals within his/her practice, and achieving Unisys financial objectives • Utilizes a collaborative working style that stresses teamwork and places the best interests of Unisys over individual and team objectives.
Key Qualifications
• Progressive experience within a professional services business, including the demonstrated ability to manage, deliver and grow a professional services practice. • Must be certified through the Unisys Services Leadership Certification process. • Average 15+ years of professional service experience managing a practice. • Has managed a medium to large scale industry practice and often achieved growth, productivity and profitability targets within practice. Set the agenda and strategy for the practice and/or demonstrated the ability to grow a practice from the ground up.
• University degree or equivalent education and experience. • Active participation in professional associations, industry roundtables, etc.
Key Metrics
The following are broad guidelines that generally apply on a consistent basis across Unisys. Other factors may be considered such as strategic importance of key accounts/ practices, business trends, and external market conditions resulting in exceptions to these guidelines. • Industry Related Orders: $4M TCV ($1M In-year Revenue) • Scope: Global Industry Leadership
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