About the Role:
Manages a pre-sales business development team working across multiple industries such as Telecom, Utility, Oil & Gas, Semiconductor, Retail, Technology and others. Responsible for setting the direction, managing the deliverables of the assigned group, and achieving revenue and expense objectives. Resolves customer problems and contributes to customer satisfaction. Responsible for representing the assigned areas to all levels of sales and other company management. Where appropriate, seeks to build strategic executive relationships with external clients and internally within the company and partners with internal and external resources to develop best-in-class customer solutions. Manages the performance of individual contributors and the team overall and grows and develops talent within the organization.
Areas of Focus:
Develop and Refine GTM Strategy for Engineering Practice:
- Develop and execute a comprehensive GTM strategy aligned with the organization's business growth objectives, budgets, and financial targets.
- Continuously evaluate the landscape and industries, staying updated on new services, offerings, and best practices.
- Lead and conduct business development workshops and ongoing cadence across IG’s portfolio, working closely with account executives to drive booking growth.
- Lead and conduct seller workshops/webinars across IG’s field sales teams and account teams
- Proactively lead and execute pursuits to drive pipeline and booking growth.
Managing:
- Manages a group of Pre-sales professionals across multiple industries to provide pre-sales support in three core areas; one, directing the field where to find opportunities and developing service offerings, two, training the field, three, direction all pre-sales activities such as scope, solution development, proposals and presentations, and selling strategy.
- Resource management & Intra-Region support - Creates pre-sales utilization plans that reflect the requirements and opportunities within the area of control.
- Actively collaborates with peers to address regional pre-sales coverage gaps and leverage technical expertise where warranted to win opportunities for the company.
- Partnering with Sales & acct. Planning - Assists in planning sales strategy; collaborates within the company and with the field to prioritize, facilitate, and direct the use of resources; works with sales managers to assess sales pipelines in areas of control to ensure appropriate and timely utilization of pre-sales support.
Business Acumen:
- Continuously monitors, troubleshoots, and improves area-of-control operations to ensure alignment with the company's business direction, the quality of business practices, optimum organizational performance and a highly motivated pre-sales force.
- Understand business, financial, and legal concepts to develop meaningful business recommendations.
People Leadership:
- Coaching - Assesses and manages employee performance to ensure individual and group excellence; counsels and supports individuals through selling challenges; manages performance and results of high and low performers.
- Leadership - Models effective selling skills; motivates and supports pre-sales teams; demonstrates a high level of support in pursuing and closing deals.
- People development - Nurtures and advances the talent required to maintain company pre-sales force excellence within the area of control; sponsors and directs skill-building activities to increase the productivity and accomplishments of the pre-sales force; ensures strong technical acumen across the group needed to support sales.
Selling:
- Focuses on strategic direction- understands the overall company strategic direction and portfolio and can assist sales teams in customizing solutions based on client needs.
- Consultative selling - strategizes with and coaches their team on applying consultative-selling techniques to advance sales opportunities; demonstrates client-sensitive practices within the account(s) and internal gate-keeping within the company to support building strategic trusted advisor status.
- Financial selling - employs a financial selling approach to meet customer needs; works with the team to build business cases that link proposals to customers' goals, strategies, and relevant business metrics that demonstrate industry and competitive proficiency.
Qualifications:
- 10+ year’s experience
- Bachelors Degree in a core engineering discipline or related field
- Up to 25% travel availability
- Directly related management experience and work results, including success in supporting the achievement of progressively higher quota or other sales-related goals
- Demonstrated level of project management skills
- Always exudes enthusiasm and optimism
