Position Overview:
This role is responsible for the business development support and delivery readiness for Application Services (AS) business in the Public Sector Vertical.
The role will work with regional application services leadership as well as Enterprise solutions sales and industry solution management to support sales and solutioning by maintaining a list of top opportunities within Public Sector based on the anticipated close date, TCV and strategic nature of the opportunities.
Work with the Solution Architecture team to ensure the required pre-sales support is forecasted and provided
Participate in the formulation of win strategies and planning for all top priority opportunities
Provide and engage advisory consulting as needed to uncover and progress new and strategic opportunities
The role will be instrumental in crafting a compelling and competitive offering and closing profitable application services business in the public sector vertical
Ensure advanced visibility of AS staffing requirements, staffing of pre-sales support and forecasted demand for delivery staff required from services
Work with the AS resource management, regional delivery leaders and the India Delivery Center to ensure delivery readiness reporting and fulfillment
The role may also be engaged in ensuring high quality delivery and quality remediation as required for high profile Public Sector clients
Participate in the formulation of the strategy for AS business development and delivery support, manages the strategy fulfillment
Develop and maintain the operating model for Public Sector Solutions
Facilitate and assist with driving estimates, proposals, staffing for Industry Opportunities as required
The Practice director should be a thought leader in both application services and the public sector vertical market
Maintain comprehensive knowledge of the relevant Industry solutions, Unisys and 3rd party provided
Participate in the formulation of innovation to include in new and existing solutions and specific opportunities by collaborating with the Industry Leaders, SMEs, and Sales, engaging AS Marketing team, AS Regional Leaders and the AS Solutions Innovation Leader
Establish and maintain understanding of AS role and responsibilities in support of the business development and delivery processes for each Public Sector solution
Achieve profitable revenue growth through the successful implementation of the business strategy for Public Sector Services
Consult with Public Sector Services clients to establish their strategic direction for new applications and maintenance and support of existing applications
Interface with the client’s most senior executive team to generate additional business
May lead sales activities (i.e., qualifies, forecasts, prices, negotiates) for public sector services
Interface at the client’s senior management levels, up to the CXO level
Indirectly manage several teams of people across multiple projects and geographies
Skills, Experience & Qualifications:
10 years of professional service experience managing a practice
Progressive experience within a professional services business focused in the applications space
Deep experience in Public Sector clients with specific experience in one or more of the following-Digital Government, Justice Law Enforcement and Border Security and/or Social Services
Proven sales and business development expertise in a new services venture or start up
Has managed a smaller-scale practice and achieved growth, productivity and profitability targets within practice
Proven ability to work cross-functionally with On/Off shore delivery mix
Proven history of leveraging and growing existing client base; organic business development responsibilities; i.e. growing new account/clients from the ground up
Deep experience with managing people, including mentoring and leadership skills
Outstanding verbal and written communication skills to audiences of all levels including client facing skills
Active participation in professional associations, industry roundtables, etc…
University Degree in Business, Technology, or comparable
Advanced MS or MBA Degree preferred
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