Sr Director Information Services - Client services
VirtusaPolaris - Virtusa Corporation, New York, NY, United States
Company Background
Virtusa Corporation is a leading worldwide provider of digital transformation services that accelerates business outcomes for Global 2000 businesses in banking and financial services, Healthcare & Life Sciences, Insurance, and telecommunications, technology and media. With over 27,000 people and over 50 offices worldwide, we harness our deep design and engineering heritage to help global organizations tackle their toughest technology challenges. We help our clients identify strengths, uncover opportunities, and accelerate their path to digital transformation through the use of our Digital Transformation Studios (DTS). We blend unique perspectives and proven expertise across consulting, design and engineering disciplines. We challenge convention, and one another, to create compelling experiences that delight users and transform business. We have a passion for trying new ideas. And a rapid process to bring them to life. Whether it\'s the digital enterprise, mobile wallet, the IoT or virtual reality, we\'re investing, experimenting, tinkering and hardening the technology that sets the pace in an ever-changing world. Through a proven platforming methodology, domain expertise and technology innovation, we deliver growth through differentiated solutions. We bring best in class digital engineering services to every engagement, with deep expertise in digital strategy and design; customer experience; analytics; mobile; cognitive/AI; full stack engineering, microservices, IoT; and cloud services. For more information, please visit http://www.virtusa.com/ Summary of Position
Virtusa’s digital Information Services IT solutions and outsourcing services provide Information Services organizations with the innovation and transformation expertise to meet competitive, regulatory, financial, and customer service requirements. This role is a direct sales position that will report to the Sales Business Unit (SBU) Head - TIME and work closely with the segment leadership team. Responsible for driving sales in Virtusa’s Information Services business. Focus on selling IT services across the Digital Transformation (DT) and Cloud Transformation (CT) marketplace, including digital consulting, UX, mobility, digital marketing, digital engineering, cloud development and migration, data/analytics, AI/ML, and more. This sales role has emphasis on developing pipeline, meeting order booking targets and developing partner channels. Experience of working within a structured sales operations environment will be important. You should have a proven record of being an over-performer/exceeding quota, and should be self-motivated, detail oriented, and a good multitasker. Experience working at an IT services firm that has focused on selling digital and cloud transformation services. You should be comfortable speaking with both senior level technology and non-technology buyers. You can interact at a strategic level, convey complex concepts and articulate value. Responsibilities
Play a key role in growth and rapid business expansion within the Information Services Vertical, including growing a select client cluster with clearly established top line and bottom line targets, and selling new service offerings and solutions to the client cluster to achieve targeted results. Establishing and managing the overall client relationship with key decision makers. Establishing and building trust by understanding the client\'s overall business goals. Position Virtusa as a strategic IT partner and identify avenues for Virtusa to implement IT solutions. Directing and managing the overall client relationship to include work quality and customer satisfaction. Managing the account teams (account management and project management) to meet and exceed client expectations. Drive the portfolio and ensure world-class customer experience delivery. Understand and articulate client and prospect business objectives, pain points, and describe the overall opportunity. Provide direction to internal solution teams to create propositions that address client needs and differentiate us from the competition. Structure complex deals, negotiate terms, and position services as high value to preserve margin. Lead and orchestrate oral presentations and drive deals to closure. Develop trusted client and prospect relationships to enable rapid expansion. Identify multiple stakeholders and diverse opportunities within accounts, cross-sell the full catalog of digital solutions, and build larger opportunities by leveraging successes. Navigate to executive sponsors, identify competition, and construct takeover plays. Qualifications
Minimum 10-15 years of experience in a leadership role at a consulting or services firm focused on selling digital services to the Information Services industry. Expertise in the Information Services industry. Experience working with partnerships and channels to drive new business in existing markets. Ability to qualify opportunities and progress them through the pipeline. Solutions-oriented, consultative in approach to selling. Experience selling digital services (mobility, UX, digital marketing, cloud, web content management, ecommerce, analytics, AI/ML, etc.). Strong customer presence with the ability to build positive customer experience. Creative thinker and deal maker capable of structuring complex deals. Able to generate large, strategic deals with an annuity component. Detail-oriented with the ability to drive a sales process to closure. Demonstrated proposal development and presentation skills, including strong oral and written communication. Capable of selling at a C-level and developing sponsorship to drive deal closure. Comfortable working in a hands-on environment with an entrepreneurial spirit. Excellent communication and presentation skills. Experience using Salesforce.com and an understanding of a staged pipeline process.
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Virtusa Corporation is a leading worldwide provider of digital transformation services that accelerates business outcomes for Global 2000 businesses in banking and financial services, Healthcare & Life Sciences, Insurance, and telecommunications, technology and media. With over 27,000 people and over 50 offices worldwide, we harness our deep design and engineering heritage to help global organizations tackle their toughest technology challenges. We help our clients identify strengths, uncover opportunities, and accelerate their path to digital transformation through the use of our Digital Transformation Studios (DTS). We blend unique perspectives and proven expertise across consulting, design and engineering disciplines. We challenge convention, and one another, to create compelling experiences that delight users and transform business. We have a passion for trying new ideas. And a rapid process to bring them to life. Whether it\'s the digital enterprise, mobile wallet, the IoT or virtual reality, we\'re investing, experimenting, tinkering and hardening the technology that sets the pace in an ever-changing world. Through a proven platforming methodology, domain expertise and technology innovation, we deliver growth through differentiated solutions. We bring best in class digital engineering services to every engagement, with deep expertise in digital strategy and design; customer experience; analytics; mobile; cognitive/AI; full stack engineering, microservices, IoT; and cloud services. For more information, please visit http://www.virtusa.com/ Summary of Position
Virtusa’s digital Information Services IT solutions and outsourcing services provide Information Services organizations with the innovation and transformation expertise to meet competitive, regulatory, financial, and customer service requirements. This role is a direct sales position that will report to the Sales Business Unit (SBU) Head - TIME and work closely with the segment leadership team. Responsible for driving sales in Virtusa’s Information Services business. Focus on selling IT services across the Digital Transformation (DT) and Cloud Transformation (CT) marketplace, including digital consulting, UX, mobility, digital marketing, digital engineering, cloud development and migration, data/analytics, AI/ML, and more. This sales role has emphasis on developing pipeline, meeting order booking targets and developing partner channels. Experience of working within a structured sales operations environment will be important. You should have a proven record of being an over-performer/exceeding quota, and should be self-motivated, detail oriented, and a good multitasker. Experience working at an IT services firm that has focused on selling digital and cloud transformation services. You should be comfortable speaking with both senior level technology and non-technology buyers. You can interact at a strategic level, convey complex concepts and articulate value. Responsibilities
Play a key role in growth and rapid business expansion within the Information Services Vertical, including growing a select client cluster with clearly established top line and bottom line targets, and selling new service offerings and solutions to the client cluster to achieve targeted results. Establishing and managing the overall client relationship with key decision makers. Establishing and building trust by understanding the client\'s overall business goals. Position Virtusa as a strategic IT partner and identify avenues for Virtusa to implement IT solutions. Directing and managing the overall client relationship to include work quality and customer satisfaction. Managing the account teams (account management and project management) to meet and exceed client expectations. Drive the portfolio and ensure world-class customer experience delivery. Understand and articulate client and prospect business objectives, pain points, and describe the overall opportunity. Provide direction to internal solution teams to create propositions that address client needs and differentiate us from the competition. Structure complex deals, negotiate terms, and position services as high value to preserve margin. Lead and orchestrate oral presentations and drive deals to closure. Develop trusted client and prospect relationships to enable rapid expansion. Identify multiple stakeholders and diverse opportunities within accounts, cross-sell the full catalog of digital solutions, and build larger opportunities by leveraging successes. Navigate to executive sponsors, identify competition, and construct takeover plays. Qualifications
Minimum 10-15 years of experience in a leadership role at a consulting or services firm focused on selling digital services to the Information Services industry. Expertise in the Information Services industry. Experience working with partnerships and channels to drive new business in existing markets. Ability to qualify opportunities and progress them through the pipeline. Solutions-oriented, consultative in approach to selling. Experience selling digital services (mobility, UX, digital marketing, cloud, web content management, ecommerce, analytics, AI/ML, etc.). Strong customer presence with the ability to build positive customer experience. Creative thinker and deal maker capable of structuring complex deals. Able to generate large, strategic deals with an annuity component. Detail-oriented with the ability to drive a sales process to closure. Demonstrated proposal development and presentation skills, including strong oral and written communication. Capable of selling at a C-level and developing sponsorship to drive deal closure. Comfortable working in a hands-on environment with an entrepreneurial spirit. Excellent communication and presentation skills. Experience using Salesforce.com and an understanding of a staged pipeline process.
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