Director II - Consulting London, England
UST
Full Time
London, England
54975 - 80000 GBP ANNUAL Today
Job description
We are recruiting for a Consulting Director to join our UK team on a 3 days a week; 3 month fixed term contract, who will help doing the following:
- strategize, architect and independently handle Consulting Practice Delivery and Business Development across very large and multiple accounts or a region
- Innovate and create new revenue opportunities with agile and effective response to dynamic market situations
- Lead a team to manage service delivery across multiple business domains industry verticals and accounts encompassing design development maintenance and support of offered services as well as client engagements
The role will cover areas such as:
- Revenue (Targets vs. Actuals)
- Profitability (Targets vs. Actuals)
- Digital / Cloud/ Platform Services Mix (Targets vs. Actuals)
- Value Delivered to Client (As defined)
- Customer Satisfaction
- People Satisfaction
- EBITDA improvement % and $$
- Number of unsolicited proposals (or) innovative ideas presented to customer
- Number of leaders developed and transferred to different engagements
Outputs Expected:
- Business Strategy and Tactical Design
- Form ideas and frame business and delivery strategies for the assigned accounts or region
- Spearhead the business development with effective business and profit management
- Develop the business and delivery eco system in sync with dynamically changing business situations.
Outcomes:
- Plays a key role in advising clients on their business and technical problems as a Subject Matter Expert (SME); identifying innovative and transformational solutions
- Frame strategies and formulates appropriate tactics to protect and grow the revenue of the existing accounts or region by right positioning of Consulting services and offerings through sound business value communication.
- Strives to present alternative revenue opportunities to clients as part of value add through thought leadership.
- Review and create delivery strategy for projects across client accounts including advocating delivery excellence digital transformation as appropriate business outcomes that the client strives to achieve and management of service levels and commitments from UST.
- Manage key client and internal stakeholders for engagements. Understand expectations and facilitate business requirements status meetings and governance for engagements. Engage and work with client and UST stakeholders and drive through the E2E requirements of the delivery; ensuring customer expectations are met.
- Drive digital transformation with clients and teams; focusing on service improvements Value-adds. Propose innovative ideas to the customer beyond standard delivery for all types of engagements.
- Drive Service Level management pre-empt and mitigate delivery risks. Create and review risk and mitigation strategy regularly. Communicate proactively with leadership to flag risks and ask for help.
- Fully accountable for the profitability (EBITDA) of the assigned accounts or region with specific targets. Manage P&L effectively for the portfolio. Apply financial levers like utilization pyramid correction contract shifts and differentiated pricing models to continuously improve the cost of delivery and engagement level profitability.
- Responsible to lead large team of business technical delivery and operational support with high level of team motivation and employee satisfaction. Provide individual team and peer mentoring as appropriate and required to develop capabilities within team function and organization
- Coach leads within team on leadership abilities. Groom leaders to take on higher level roles upskill themselves and manage projects/engagements effectively and independently.
- Prepare and present business reviews to leadership
- Develop the customer relationship to a consulting level by positioning UST as a partner of choice for digital transformation and ongoing delivery support
Measures of Outcomes:
- Revenue (Targets vs. Actuals)
- Profitability (Targets vs. Actuals)
- Digital / Cloud/ Platform Services Mix (Targets vs. Actuals)
- Value Delivered to Client (As defined)
- Customer Satisfaction
- People Satisfaction
- EBITDA improvement % and $$
- Number of unsolicited proposals (or) innovative ideas presented to customer
- Number of leaders developed and transferred to different engagements
Outputs Expected:
Business Strategy and Tactical Design:- Form ideas and frame business and delivery strategies for the assigned accounts or region
- Spearhead the business development with effective business and profit management
- Develop the business and delivery eco system in sync with dynamically changing business situations.
- Identify
evaluate and develop strong partnerships with technology partners to encourage a vibrant business ecosystem
- Contribute to initiatives for UST brand enhancement and uplift company valuation
- Conceptualize new solutions based on forecasting market trends and customer needs
- Create / validate roadmap for customer strategy
- Review to contextualize a solution to the industry. Create or review an optimal assessment framework applicable across the majority of service offerings. Identify scope for rationalization and optimization or enhancement of capabilities.
- Identify business and technology skill sets and product capability to be built or acquired over the next 2 to 3 years based on industry trends and client direction
- Define business benefits of solution adoption to the client. Manage proposal responses and work with the solution team to craft the best and most optimal options. Work with finance on creative pricing options/strategy.
- Ensure consistent reusability of tools and best practices across projects; influencing product and technology selection strategies
Business Development:
- Develop business and delivery plan for the assigned region or accounts suitably conceiving the organization strategies and business vision
- Identify potential opportunities for new service offerings based on customer voice/ partner input
industry connects and trends
- Identify
engage
and nurture new customers with clear short and long term business plans
- Have meaningful conversations with key client stakeholders
interpret the data and enhance the quality of the proposed solution
- Make useful recommendations based on existing gaps and recommend specific UST services / solutions. Recommend holistic solutions that lead to large highly complex deals and act as differentiators in positioning UST with client
- Support the development of business case for investments for approval from senior management.
- Work with partners to co-develop a joint GTM
- Review RFPs/RFIs/RFQs to understand scope of the request and guide teams to respond.
- Work with the solution team to develop a strong proposal addressing the requirements
guiding the response team on response sections including delivery and solution. Write executive summaries for solution responses
clearly articulating value proposition and differentiators.
- Manage deals and work with internal teams as needed to develop competitive proposals
both from a solution and commercial perspective. Review and validate solutions in proposals and architect solutions for large / transformational deals
Engagement Management
Project Control and Review:
- Design and implement control measures and governance for delivery excellence
valuation and EBITDA and contractual KPIs
- Maintain excellent customer relationship key stakeholders to elevate and maintain the engagement in a partnership and consulting level
- Identify opportunities for optimization of cost / time / asset utilization in complex projects and advise relevant teams accordingly where possible
- Create cost benefit model using ROI
Payback
IRR and other financial management concepts
- Change pyramid
rate changes
contract shift and other onshore / offshore changes to manage costs
- Prepare internal reports – account review
revenue forecast
EBITDA improvement plans
blueprint reviews
etc
- Review project estimations and plans; guiding project/program/delivery managers on implications around cost
schedule
timing and outcomes.
- Provide inputs on resource planning (pyramid
people development) at a practice level and provide guidance at a project / engagement level as needed.
- Review benchmarks
stakeholder management
communication plans
KM plans
transition plans. Critique plans and coach teams on managing project and engagement risks and planning appropriately.
- Handle any escalated needs/priorities/issues.
- Engage with teams on lessons learned. embedding back into delivery
sharing with peers and delivery excellence teams. Promote continuous learning.
Knowledge Management & Capability Development:
- Provide inputs to teams for training. etc.
- Identify the training needs and conduct internal sessions to meet the same
- Partner with UST Gamma and other skill development agencies to create curriculum
assessments
training programs and courseware based on new service offerings / solutions
etc.
People Management:
- Support technical evaluation of external and internal candidates to meet project requirements
- Perform career guidance and performance management for junior architects
- Set direction and mentor a team of architects
- Create a culture that is conducive for the team to take initiatives
- Increase team satisfaction and retention
Innovation and Thought Leadership:
- Participate in external forums (seminars
paper presentation etc.) to showcase UST capabilities and insights
- Interact and engage with customers/ partners around new innovative ideas
concepts and assets; as well as industry trends and implications
Manage Outcomes:
- Identify different types of outcomes sought (economic / financial value
organizational
stakeholder)
- Identify outcome measures for clients and UST; ways of measuring them objectively and present dashboards demonstrating benefits.
- Quantify and communicate with stakeholders including client.
Skill Examples:
- Skill in managing the IT delivery and operations
- Ability to manage the budget and profitability
- Aptitude for leading and building large teams
- Ability to manage 360 degree relationships across external and internal stakeholders
- Capacity to learn conceive and adapt to the dynamic business and technical eco system
- Ability to build and manage partner and vendor eco system
- Ability to set goals and provide feedback to team members
- Ability to be a corporate citizen with high level of organizational values and personal integrity.
Knowledge Examples:
- Deep understanding/ awareness in UST Service and Platform Offerings
- Expert level comfort in ITIL framework
- Proven track record of handling large delivery / operational engagement with more than 100 team members over 5 years with total relevant experience of over 20 years
- Understand drivers of customer success and engagement success
- risk identification measurement approaches for risk management and reporting
- Client and UST business strategy and business functions
- Financial planning and budgeting
- Art of questioning and critical thinking
UST
https://www.ust.com/
Aliso Viejo, United States
Krishna Sudheendra
$1 to $5 million (USD)
10000+ Employees
Company - Private
Information Technology Support Services
1999
