The Director, System Integrator Sales leads a Sales team to drive revenue, selling to and with the identified clients. The leader will provide executive leadership, strategic thought, and consulting experience earned from doing business with the top enterprise organizations across a variety of technologies and disciplines. Professional experience includes building and leading successful Sales teams in global IT and network consulting practices for a major IT platform leader as well as possessing a broad technical skill set and experience across all aspects of enterprise IT and all layers of the IT solutions stack. The ability to oversee the building and leadership of technical specialty teams that drive design wins, package and publish best practices, make new markets for new technologies, and drive revenue growth are fundamental requirements of the Managing Director & GM Systems Integrator and Client-Partner Programs role.
MAJOR DUTIES AND RESPONSIBILITIES
Build and lead a Sales team to achieve the assigned Sales goal by selling to and with the defined Sysyem Intergrator accounts.
Provide a common management framework for client-partners that provides cost and organizationally efficient enhancement of the core Spectrum Enterprise Systems Integration & Consulting Services offering capabilities
Identify and report management metrics to monitor and continuously adapt to client-partner expectations and improve client-partner satisfaction
Devise and execute an overall client-partner service management model, applying a fiscally viable allocation model stratified by account revenue profile and growth potential
Create a focus on Client-Partner Service Management as a Practice, defined by consistent, repeatable processes, methods and deliverables, coupled with rigorous execution
Collaborate with Sales and Account Management functions to identify and nurture client-partners with growth potential
Build executive relationships with strategic client-partners and bring together key Spectrum Enterprise Network Services, Systems Integration, Consulting and Navisite Services resources to deliver a high-touch, high-value experience
Partner and bulid cross functional delivery groups including Implementation, Engineering and Operations functional leadership to ensure a seamless and valued client-partner experience. Identify and implement interdisciplinary practices to achieve these requirements
Identify and track performance metrics to highlight end to end client-partner satisfaction and operational efficiency. Report on these metrics regularly to executive management.
Management of Client-Partner retention, providing quarter over quarter visibility to trends and improvement
Pursue and cultivate trusted advisor relationships with business unit/division/country head levels within the client-partner organizations at large / complex client-partners to drive client-partner value
Understand current and future client-partner needs in the context of market dynamics and apply insights to recommend short and long term value creation for the client-partner at the BU/Division/Country Head levels that has the appropriate level of impact
Understand the breadth of what we sell so that we are bringing the best of Spectrum Enterprise & Navisite to the unit/division/country head levels through introducing and selling cross business services solutions across the entire functional and industry business services space and develop and implement plans for introducing new functional or industry solutions that help expand Spectrum Enterprise and Navisite services in a market or client-partner
Achieve profitable growth and deliver a key part of the Spectrum Enterprise and Navisite growth strategy. Metrics include (a) achieving or exceeding sales and pricing objectives; (b) quantifying number of client-partners where value is created and describing the type of impact made; (c) describing actions to proactively build durable "trusted advisor" executive relationships; (d) growing and maintaining a broad network from current and past client-partners; (e) establishing new senior relationships; (f) documenting planned contributions to external positioning, thought leadership, and offering development
Hire and Retain people to drive the business and achieve employee engagement.
Contribute to the development of practices and people. Metrics include: (a) quantifying high performers for mentoring; (b) providing specific examples of activities planned in the areas of recruiting, employee integration, and mentoring
Improve the Spectrum Enterprise and Navisite “Profitability and Margin Conservation”. Metrics include: (a) documenting actions to improve business financial leverage, syndication of costs and pricing; (b) pricing work depending on the type of value being brought to client-partners; (c) being more open to risk and reward sharing and moving away from pure “cost plus” pricing
Create opportunities for Spectrum Enterprise resources to lead, develop, and engage the Management Consulting Practice at the client-partner to identify and drive valu
Skills/Abilities and Knowledge
Experience managing large scale pursuit-capture, complex sales, business development, and ecosystem service delivery in an ITIL framework
Excellent demonstrated analytical and decision-making skills
Excellent written and oral communication skills
Strong project management skills with ability to set and meet deadlines for multiple simultaneous projects while maintaining accuracy and efficiency in deliverables
Ability to effectively delegate and develop team members
Education: Bachelor’s degrees in Business, Marketing, Organizations, Government Affairs, International Business, Industrial Participation and Trade Offset Programs, Investment and Syndication, Strategic Planning or other related field or equivalent experi
Related Work Experience
Systems Integration Sales and Consulting experience in Information Technology, Network Services and Operations Management Services with increasing levels of responsibility – 10 years
Client-Partner Experience Management, Account Management, Engagement Management, or Project Management experience – 10 years
30-40% travel required