Job type: Permanent

About the Client

Our client is a multi-bn dollar business committed to moving forward toward success. They apply expertise, experience, and innovation to empower enterprises on their journey. Across multiple geographies and business areas they harness the power of technology and people to maximise progress for their clients, driving outcomes at speed and scale.

Purpose

Global Solution lead will be responsible for leading solution-based process transformation for a product / service with a mindset of process simplification among stakeholders across the organization delivering customer and financial outcomes.

Roles and Responsibilities

• Lead process transformation for an identified business area globally.
• Understand the client’s end to end process / value stream and end customer benefits. Ensure outcomes are clearly articulated to Client and inhouse teams.
• Apply industry benchmarks to create world class processes that deliver higher CSAT/NPS, effective operations and a leaner organization.
• Use and apply tools like customer journey maps, value stream mapping, process maps to effectively articulate the vision for a defined business area.
• Responsible for creating an end-to-end process view to identify Improvement/ re-engineering/automation opportunities and create Process/Business Excellence and Continuous Improvement road-maps
• Serve as a facilitator, advocate, consultant, and accountability partner for the business, by driving understanding and application of Lean principles and tools across the entire organization/tracks.
• Champion organizational lean mindset with Client and inhouse teams.
• Enable Planning of change management activities related to each assigned project
• Demonstrates the values of accountability (take ownership, drive to finish), connecting (high touch and involvement, tie together and keep informed) and being purposeful (ask why, get clarity and context, and be intentional and focused).
• Excellent team worker
• Proactive, go-getter
• Problem-solver

Skills Required

Thorough understanding of how Right shoring, Near shoring & off shoring work

Problem Solving: Expertise in solving complex problems and transforming business performance and process through the application of Lean and Six Sigma techniques, or through critical thinking skills to approach problem solving logically, research options, and ask/accept help to draw the right conclusions.  Proven track record of bringing order and structure to functions and organizations quickly.

Global Acumen: Ability to effectively drive outcomes in large, matrixed organizations and understands how to navigate geographies, cultures, relationships, etc. Can drive work across the globe because of demonstrated excellence in professionalism, professional communication, presence, a high degree of integrity, and willingness/strength to do the right thing in difficult situations.

Project Management: Must be knowledgeable in project management and understand the project planning process. Capable of identifying when a project is at risk and able to facilitate and lead the team to resolve issues and re-plan as needed to get the project back on track. Demonstrated ability to organize and prioritize projects in a fast-paced and

deadline-oriented business environment.

Strategic Mindset: Strategic mindset with hands-on approach focusing on the bigger picture; strong analytical thinking and reasoning, negotiation, and conflict management skills that drive the strategies required to accomplish targets.

Facilitation: Must be able to facilitate difficult working sessions with all levels of organization and handle positive and negative feedback and inputs appropriately.

Customer Focus: Strong on customer focus and end user experience

Collaborative Mindset: Proven ability to effectively build partnerships and take a relationship-based approach in working with internal and external stakeholders at every level of the organization to deliver process efficiencies, cost savings, minimize operational risks and increase process simplification. Comfortable with constructive conflict and debate normally associated with change

Program Management / Office Tools: Very strong organizational, project planning, scheduling and risk management skills and demonstrated experience using project management tools and software Proficient in the use of all MS Office tools (Email, Word, Excel, PowerPoint, Teams, SharePoint, etc.)

Independent: self-initiative, results oriented, targets focused, self-driven, proactive, helpful, resourceful, able to work under pressure and outside work hours.

Equal Opportunities Statement

At Disruptive Executive Hiring Limited, we understand the importance of diversity and actively promote inclusion by ensuring we work across all minority groups to ensure equal opportunities for all of our candidates. Additionally, we carefully screen the diversity and inclusion policies of all potential clients to ensure our principles, ethics and values in relation to this important subject are closely aligned.

Role: Engagement Partner- Salesforce

Loc: UK

Our client

A leading global information technology, consulting and business process services company. We harness the power of cognitive computing, hyper-automation, robotics, cloud, analytics and emerging technologies to help our clients adapt to the digital world and make them successful. A company recognized globally for its comprehensive portfolio of services, strong commitment to sustainability and good corporate citizenship, we have over 190,000 dedicated employees serving clients across six continents. Together, we discover ideas and connect the dots to build a better and a bold new future.

In today’s digital world, data, analytics, and AI play a key role in transforming native business operations, creating new business models and unleashing process improvements. Our data, analytics, and AI services enable organizations to deliver value across the customers’ journey by empowering users with more agile and intuitive processes.

Our services help organizations use data and analytics to create new business models and revenue streams – all while ensuring security, quality and regulatory compliance of data. Underpinned by technologies such as cloud, Internet of Things (IoT), Artificial Intelligence (AI), Machine Learning (ML) and advanced analytics, our solutions help enhance decision making while enabling augmented intelligence and process automation. In addition, our crowd-powered consulting helps secure innovation and scale programs to deliver tangible results.

Role Description

The Practitioner Sales develops and executes sales strategies to grow order book, increase the customer wallet share and alignment with Salesforce to drive more Co-Sell ACV.

Additionally, the Practitioner Sales plays an important role in ensuring customer success, working along with Delivery & Practice Teams, during the Project startup & execution. The Practitioner sales will be given a portfolio of accounts to drive the growth, aligned to either one/multiple sectors.

Responsibilities:

1. Responsible for Order Book of $10-12 Million per year, with a ramp up.
2. Actively pursue and hunt for new business opportunities in accounts.
3. Network within the industry, market, and accounts to bring new client opportunities to our consulting account teams.
4. Identify/develop key partner strategies for specific customers and market segments.
5. Provide high content contributions to joint product and consulting opportunities around our application solution areas identified above.
6. Communicate effectively at all client levels & both with IT and Business Teams.
7. Quickly grasp client business and technical requirements and fit consulting solutions around those specific needs.
8. Manage all phases of the business development cycles to successful close (including proposal development, implementation estimating, scope construction, and client presentations).
9. Proactively approach the market segment through active leadership in industry and community organizations.
10. Add industry specific and technology solution expertise to the sales process.
11. Maintain and nurture client and channel relationships to ensure additional business.
12. Align with our broader Sector and Account Teams to create Account Growth Strategies through Account Planning Process.

Minimum Requirements

1. 10+ years’ experience in a consulting environment with Sales Role
2. Strong service business and technology background
3. Ability to comfortably interface with Clients from CXO to Line manager level to help align to their business and technology strategies
4. Prior experience in business application sales, in Salesforce and CRM, Sales/Marketing Technology areas
5. Proven track record of successful solutions-oriented services sales, preferably to 2-3 broader industries
6. Candidates with prior experience in SaaS or On Demand Industry are highly desirable.
7. Drive and motivation to sell on-demand products and services full-time.
8. This is a direct sales role. Superior communication skills (both for internal and external clients), very strong leadership qualities, and team-oriented business values are essential.
9. Excellent leadership skills

Our client is a leading global information technology, consulting and business process services company. We harness the power of cognitive computing, hyper-automation, robotics, cloud, analytics and new ground-breaking technologies to help our clients adapt to the digital world and make them a successful and innovative company. We are an organization recognized globally for its comprehensive portfolio of services, strong dedication to sustainability and good corporate citizenship, we have over 240,000 hard-working, respected employees serving clients across six continents. Together, we discover ideas and connect the dots to build a better and exciting new future.

1. clients is an exciting and dynamic company to work for. In their first year entering the Top Employer Institute in Europe they ranked as a “Top Employer” and were assessed on several key HR practices including People Strategy, Work Environment, Talent Acquisition, Learning and Development, Wellbeing and Diversity and Inclusion. This was accompanied by exciting business growth which has continued grow in the last 8 quarters.

However, this growing business needs talent to support it, particularly in areas such as Cloud, where they needs to accelerate the rotation to Cloud for its strategic customers as well as new customers, therefore we are looking for Cloud Transformation Consulting experts with passion to join us at this incredible time of growth at all levels from Consultant to Partner and Leader

Our clients Cloud Services bring industry-leading cloud experience, extensive ecosystem, business outcome focus and appreciation of the organization and operating model implications of moving to the cloud, to create cloud-led, sustainable solutions designed to uniquely meet their client’s needs with agile, dynamic models for the future.

.

Responsibilities

• You will challenge or confirm the thinking of the client, creating an ambition which is robust and viable. You will build a truly intimate relationship with the client through realization partnership vs. theoretical advice.
• You are responsible for providing the Solution for the client, ensuring that it is aligned to the business, and covering not only core technical services, but putting yourself in the position of the client and covering all of the dependencies.
• Activating your strategic mindset, able to navigate “partner-congested” major accounts and ensure not just success today, but avoidance of issues tomorrow.
• Leading teams and motivating them to work together, spotting blockers and laying out creative solutions.
• Creating and capturing best practices, driving thought leadership within Wipro as well the client teams.
• Collaborating with other areas of of the company to create assets/products which make ambition possible and differentiate in the market.
• Balancing practice growth and cloud solution development whilst remaining the face of our client
• As a Business & Cloud Architecture Lead, you will also:
  • Act as the interface with business key stakeholders, ensuring the integrated cloud technology transformation roadmap and execution aligns with business needs.
  • Interpret and contextualizing business strategy
  • Construct the business and cloud architecture models, standards and outcome
  • Develop business-driven data intelligence use cases.
  • Build business case and provide business lens for alignment on investment prioritization, ensuring the best ROI (return on investment).
  • Set the KPIs to measure business benefits from the transformation program.
  • Leverage agile methodologies and collaborate between technical and business teams to design iterative improvements to the platform and achieve long-term outcomes
  • Evaluate new cloud and emerging technologies and make recommendations for new capabilities

Attributes we are seeking

• Passionate about client delivery excellence and comfortable having a relationship with clients at all levels.
• Thrives in ambiguity and relishes creating paths and solutions “looking forward” vs. reacting.
• Highly empathetic to our clients and our people, leading to strong communication skills and engaging passion.
• Unafraid of challenging to create a better solution.
• Extensive experience in business architecture and cloud consulting with an end-to-end point of view, experience of delivering large scale cloud transformation.
• High Say-Do ratio
• Need to have technical understanding in the main clouds – AWS, Azure and Google.
• Industry specific background a strong recommendation for context and client engagement. Preferred would be banking domain knowledge, in particular corporate and investment banking
• Industry recognized technical certifications would be beneficial i.e. Agile Delivery Framework, TOGAF, etc.

Position: Cloud Strategy & Architecture Lead-Cloud Transformation

Location: Paris

As a part of our CTC Practice you will be responsible for taking a client’s desired ambition and creating a truly executable solution across people, partners, and planning, and then holding the intimate relationship of leading/guiding that client through the transformation, alongside the best partnerships and engineering talent.

Responsibilities

• You will challenge or confirm the thinking of the client, creating an ambition that is robust and viable. You will build a truly intimate relationship with the client through realization partnership vs. theoretical advice.
• You are responsible for providing the Solution for the client, ensuring that it is aligned with the business, and covering not only core technical services but putting yourself in the position of the client and covering all of the dependencies.
• Activating your strategic mindset, anavigating “partner-congested” major accounts, and ensuring not just success today, but avoidance of issues tomorrow.
• Leading teams and momotivatedhem to work together, spotting blockers and laying out creative solutions.
• Creating and capturing best practices, driving thought leadership within Wipro as well as the client teams.
• Collaborating with other areas of Wipro to create assets/products which make ambition possible and differentiate in the market.
• Balancing practice growth and cloud solution development whilst remaining the face of Wipro with your client.
• As a Strategy & Architecture Lead you will advise,, design, and drive execution to achieve the best-fit, even,t-based, and zero trust architecture for the client, through:
  • Working with the client’s business stakeholders to understand the business requirements
  • Workinthe g with the client’s Enterprise and Lead Architects to design the target cloud platforms and services, design the roadmap, define the reference architectures, design principles, standards, guidelines, and tooling
  • Work with Security, Data and Network SMEs to ensure integrated architectural solutions
  • Overseeing the execution of the architectural solutions, making sure the designs are successfully deployed
  • Assisting businesses as they migrate applications to and develop applications on the cloud.
  • Articulating trade-offs and driving high-impact technology decisions on topics including (but not limited to) API gateways, commercial vs open source software, container orchestration, etc.
  • Participating in Sales and various pursuits focused client’slients’ business needs

Attributes we are seeking

• Passionate about client delivery excellence and comfortable having a relationship with clients at all levels.
• Thrives in ambiguity and relishes creating paths and solutions “looking forward” vs. reacting.
• Highly empathetic to our clients and our people, leading to strong communication skills and engaging passion.
• Unafraid of challenging to create a better solution.
• Extensive experience in cloud consulting with an end-to-end point of view, and experience in delivering large-scale cloud transformation.
• High Say-Do ratio
• Need to have a technical understanding of the main clouds – AWS, Azure, and Google.
• Must have implemented or worked as a lead digital/ technology architect role in a Cloud transformation program
• Strong knowledge of Microservices, event-based architecture; and good working knowledge of zero-trust architecture
• Experience in Application & Integration Architecture including legacy architecture
• Must have implemented or worked as a lead digital/ technology architect role in a Cloud transformation program
• Strong knowledge of Microservices, event-based architecture; and good working knowledge of zero-trust architecture
• Experience in Application & Integration Architecture including legacy architecture
• Industry-specific background a strong recommendation for context and client engagement.

Position:  Head of Sales – Europe ( DACH Region )

Sector:     Banking and Financial Services

Duties of the Head of Sales – Europe  include:

• Experience in hunting new logos in Banking & Financial Sector
• Seeking new opportunities for new business development within the banking and financial services sector.
• Responsible for heading up their expansion in new markets.
• You will be key in managing the growth and direction of this business.
• You will identify, scope, priorities and target potential key customers.
• You will be developing a prospect list and identifying prospective customers, developing and executing a prospect plan.
• You will be part of a highly networked international matrix environment.
• Driving peak performance and sales success across the organisation.
• Creating, negotiating and closing commercial agreements.
• You will be instrumental in devising and implementing the strategy for meeting sales performance targets.
• Need to understand and sell Infra, Apps and digital services.

Requirements of the role:

• Proven business development manager who is used to working to targets.
• Proven track record in sales, business development and winning new business.
• Proven track record of increasing revenue through generation of leads.
• Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organisation, including executive and C-level.
• Show an understanding of the challenges facing the industry at present and illustrate a knowledge of the operational attention to detail that will be required to succeed within the industry.

This position is part of Germany, GmbH

The Cluster Sales head is accountable for both farming (up-sell and cross-sell) and delivery in a large portfolio of accounts.  The incumbent will be responsible for driving profitable growth in the accounts  by:

• Developing strategic relationships with decision makers and influencers in the customer’s organization
• Creating and sharing sales success stories
• Ensuring superior customer satisfaction through world class delivery

Key responsibilities

• Provide guidance and leadership to the team of Client executives handling individual accounts
• Develop and strengthen relationships with decision makers and influencers in the portfolio of accounts.
• various functions including outside the CIO organization. You should become a trusted IT advisor to the customer and should participate in their strategic planning
• Build a trusted group of referable contacts who can vouch for us. Execute a plan to develop Partners. Build personal connections and gain access to new contacts. Ensure a balance of customer engagement across business, management and operations.
• Identify growth opportunities in the accounts and lead account strategy and planning. Drive penetration in the customers’ business units and maintain a comprehensive account growth strategy. Regularly monitor sales trends, market dynamics and incorporate them into the existing account strategy and plan.
• Mentor and nurture the next line of leadership in the account team. Hire and groom the right talent for the portfolio across levels.
• Ensure cross-geographic synergies in project management and delivery execution. Leverage internal sales and delivery resources to give the customer an enhanced delivery experience. Conduct regular delivery reviews to prevent cost and schedule overruns.
• Monitor key metrics on a regular basis and plan for initiatives and actions to achieve cost optimization and improve service standards. Identify potential weak areas in delivery and devise corrective action plans to ensure on-time and defect-free delivery
• Showcase our solutions as a right fit to the customer organization through workshops, presentations and executive meetings. Push for higher value services and solutions to the customer in line with our offerings

Skills and Qualifications

• 15-20 years of experience in managing Large portfolio of account/s in the IT services industry. Preferably in a Consulting/System integrator organisation.
• Experience in global service delivery models. Ability to work with an offshore/near shore models
• Strong background in Application Services, Engineering services and infrastructure services preferred
• Strong Banking and financial Services/Insurance domain expertise and network in customer organisations expected
• Fluency in English and German language preferred.
• Excellent ability to communicate effectively along vertical and horizontal lines internally and in client organization
• Previous experience in managing 50+ million USD Portfolio

Candidates with Disability and appropriate suitability have preference.

Stakeholder Interaction

Stakeholder Type	Stakeholder Identification	Purpose of Interaction
Internal	BU Head/ Vertical Head	Strategy and governance
	GCP/ CP/Hunters	Business review and opportunity identification, accounts review, market intelligence, strategy, Review of delivery performance, escalation management
	BU Delivery Leadership	Review of delivery performance, escalation management, issue resolution on SLA compliance/utilization/ fulfilment etc.
	Geo Head	Business review and opportunity identification, leverage networks, accounts review, market intelligence, strategy, Review of delivery performance, escalation management
	Ecosystem Leadership	Competency and solution development
	Pre-sales team	Develop GTM and deal structuring
	Finance Team	Revenue/ OB booking, business planning, etc
	WMG & Delivery Excellence	Fulfilment of open positions, delivery improvement
	Global Talent Acquisition, Global Campus Head	For recruitment strategies and governance
	Marketing	Events, collaterals, etc
External	Clients	Drive business growth and relationship management
	Analysts/Advisors	Drive market recognition and referencability, market intelligence, leverage networks and contacts
	Vendors/ Startups/ Niche partners	For tools and server management, trainings, technology platforms, talent, networks, capabilities etc
	Industry/ Technology forums	Best practices, market intelligence, knowledge sharing and potential hiring

Display

 a. Lists the competencies required to perform this role effectively:

•  Functional Competencies/ Skill

• Domain/Industry Knowledge – Awareness and knowledge of broad economic, demographic, technological and global trends within industry – Master
• Systems Thinking – Understanding of our system (interrelatedness, interdependencies and boundaries) and perform problem solving in a complex environment – Master
• Leveraging Technology – Knowledge of current and upcoming technology (automation, tools and systems) to build efficiencies and effectiveness in own function/ Client organization – Expert
• Market Intelligence – Knowledge of competition, clients, partners/ advisors/ influencers in the geography, market and technology trends across geography within own industry – Master

• Business Management – Knowledge of Deal structuring, revenue cycle and management, financial systems, P&L etc – Expert

Competency Levels
Foundation	Knowledgeable about the competency requirements. Demonstrates (in parts) frequently with minimal support and guidance.
Competent	Consistently demonstrates the full range of the competency without guidance. Extends the competency to difficult and unknown situations as well.
Expert	Applies the competency in all situations and is serves as a guide to others as well.
Master	Coaches others and builds organizational capability in the competency area. Serves as a key resource for that competency and is recognised within the entire organization.

• b. Behavioral Competencies 

• Strategic perspective
• Business Acumen
• Networking

• Managing Complexity
• Client centricity
• Execution excellence
• Change agility
• Passion for results

• Nurturing people
• Resilience
• Stakeholder Management

Deliver

No.	Performance Parameter	Measure
1.	Financials	Revenue and OB target achievement – Hunting and farming, Operating margin %, leakage from OB to revenue, quality of OB
2.	Market Leadership	Analyst Ranking/Ratings, Revenue/Market share, # Public References
3.	Customer	PCSAT and ACSAT score, Pulse score, Customer complaints – received, time-to-closure, Brand score, no. of customer references, Win Lose Ratio
5.	Account Management	New solutions added, Customer wallet share growth, Customer attrition rate, new logos added, DIDI penetration %
6.	Delivery Management	Contractual adherence %, Quality index, Utilization %, cost of delivery, overdue indent
7.	Team Management	Team attrition %, Employee satisfaction score, localization %, gender diversity %

Client Partner – BFSI

Duties of the Client Partner include:

• Responsible for running all aspects of sales and delivery within this major Bank
• Team management of 130+ internal and external staff members
• Annual revenues of over Euro5m to run and expand
• Responsible for heading up expansion within the account.
• You will be key in managing the growth and direction of this account.
• You will identify, scope, prioritise and target potential key stakeholders within the account.
• You will be part of a highly networked international matrix environment.
• Driving peak performance and sales success across the organization.
• Creating, negotiating and closing commercial agreements.
• You will be instrumental in devising and implementing the strategy for meeting sales performance targets.

Requirements of the role

• Proven Client Partner success
• Multi million Euro Account Management proven track record
• Team Management of over 130+ people
• Proven track record of increasing revenue through generation of leads.
• Demonstrable ability to communicate, present and influence key stakeholders at all levels of an organization, including executive and C-level.
• Show an understanding of the challenges facing the industry at present and illustrate a knowledge of the operational attention to detail that will be required to succeed within the industry.

• IoT, Cloud, Infrastructure, Engineering Services, PLM, CX

Title
Business Development Director

Location
Netherlands

• Builds market position by locating, developing, defining, and closing business relationships.
• Identifies trendsetter ideas by researching industry and related events, publications, and announcements.
• Tracks individual contributors and their accomplishments.
• Locates or proposes potential business deals by contacting potential partners.
• Discovers and explores business opportunities.
• Screens potential business deals by analyzing market strategies, deal requirements, and financials.
• Evaluates options and resolves internal priorities.
• Recommends equity investments.
• Develops negotiating strategies and positions by studying integration of new venture with company strategies and operations.
• Examines risks and potentials for the business opportunities.
• Estimates partners’ needs and goals.
• Closes new business deals by coordinating requirements; developing and negotiating contracts; and integrating contract requirements with business operations.
• Protects organization’s value by keeping information confidential.
• Enhances organization’s reputation by accepting ownership for accomplishing new and different requests.
• Explores opportunities to add value to job accomplishments.