New Business Sales – F&A BPO & Advisory Practice

 

 

 

 

 

New Business Sales – F&A BPO & Advisory Practice

 

 

Responsibilities:

  • Have Big-deal experience – the ideal candidate will have proven experience in closing deals with ACV > $2M and TCV > $ 10M selling BPO services to the CFO suite of large corporations.
  • Be responsible for New Logo hunting and the sales cycle from deal origination to closure (signed contract) and successful handover to the Account Manager subsequently.
  • Bring an understanding of the F&A BPO marketplace and competitor offerings to drive the company’s growth strategy and investments.
  • Work closely with Industry Business Unit leads to work on targeted account strategies, agree on target logos, and pursue to deliver high value and high growth new logos.
  • Build a predictable pipeline of new business to generate repeatable and profitable revenues across the various Business Units
  • Execute go-to market plans via targeted campaigns and other sales channels including advisors, influencers, conference attendance, industry events, etc.
  • Can effectively identify and translate client needs into the company service offerings. Develop an understanding of customers’ business needs, matching them with the company capabilities, and developing winning proposals for the company.
  • Be a key intermediary between the service delivery team and the customer.

Experience and Skills Qualifications:

The person hired for this role must have solid current experience as an individual contributor selling multi – year / multi – million-dollar F&A BPO engagements to the CFO suite that leverage global teams.

  • 8 – 10 years as an individual contributor selling new business for a BPO and / or Top 10 Advisory Consulting firm.
  • Astute at identifying and qualifying leads, be able to develop strong relationships at potential client organizations and have the proven ability to convert these relationships into commercial engagements in situations where little to no previous relationship existed.
  • Effectively and proactively managed client’s expectations, built deep client partnerships,
  • Broad functional knowledge within the North American BPO sector and able to connect with a variety of executive level stakeholders on their specific pain-points.
  • Strong sales process and operations skills (pipeline management, forecasting, budgeting, etc.)
  • Strategically minded and able to create a consultative and solution-minded sales environment.
  • High-energy style who is motivated by winning.
  • Demonstrated ability to work in a multicultural global environment.

If you are interested or know someone who might be, please contact me:

Larry Janis, Managing Partner ISSG

Email: Janis@issg.net 

 

 

Associate Vice President

 

 

 

Associate Vice President 

 

 

  • This role will be focused on new business development for the DPA service line with a focus on Pega & Appian across North America.
  • Selling DPA services across the industry business units majorly Banking, Financial Services, Insurance, Travel, Transportation, Retail, Manufacturing, CPG and Healthcare.
  • Focus on opening new logos and nurturing C-level relationships.
  • End to end sales and should be open to do cold calling-if needed.
  • Develop effective measures and maintain quality of planning to ensure requisite level of productivity are achieved to reach individual sales goals.
  • Role will carry hard core sales targets.

 Requirements:

  • 10 + years of experience in sales in the IT industry with good background in Pega/Appian sales.
  • Strong knowledge of industry standards, best practices, developments, client trends, and an extensive network of industry connections in the industry.
  • Proven sales record with the drive & resilience to win new business.
  • Ability to open new logos and independently nurture relationships. 

 Location: Prefer East Coast, (NY/NJ/CT)

Larry Janis

Managing Partner I Integrated Search Solutions Group

P-516-767-3030

E-janis@issg.net 

 

Associate Vice President (AVP)

 

 

 

 

Associate Vice President (AVP)

This role will be focused on new business development for the DPA service line with a focus on Pega & Appian across North America.

 

 

  • Selling DPA services across the industry business units majorly Banking, Financial Services, Insurance, Travel, Transportation, Retail, Manufacturing, CPG and Healthcare.
  • Focus on opening new logos and nurturing C-level relationships.
  • End to end sales and should be open to do cold calling-if needed.
  • Develop effective measures and maintain quality of planning to ensure requisite level of productivity are achieved to reach individual sales goals.
  • Role will carry hard core sales targets.

Requirements:

  • 10 + years of experience in sales in the IT industry with good background in Pega/Appian sales.
  • Strong knowledge of industry standards, best practices, developments, client trends, and an extensive network of industry connections in the industry.
  • Proven sales record with the drive & resilience to win new business.
  • Ability to open new logos and independently nurture relationships.

Location:  Prefer East Coast, (NY/NJ/CT)

 

Your thoughts and suggestions are greatly appreciated!

Larry Janis

Managing Partner I Integrated Search Solutions Group

janis@issg.net 

 

Vice President – Sales, West Coast Analytics

 

 

 The Vice President – Sales, West Coast Analytics will be responsible to generate revenue growth within new and existing accounts in High Tech Companies sector. The Sales Leader will have deep knowledge of analytics and technology services and experience in meeting aggressive growth goals by proactively uncovering opportunities for analytics.

Major Job Functions:

Consultative Selling — Earn the role of trusted advisor by demonstrating a thorough understanding of analytic solutions and matching these services to client needs and critical industry challenges. Provide guidance to internal teams that work with you to develop and implement effective solutions.

Relationship Management— Manage client relationships and work with the engagement managers in ensuring delivery of projects with an uncompromising focus on client satisfaction, timelines, budgets & other milestones while leveraging a global delivery model. Monitor client satisfaction with the ongoing delivery of existing projects and request interventions from delivery leaders, if required. Proactively identify expansion opportunities within existing relationships as well as new engagements to serve emerging needs of the clients and lead the business development leveraging capabilities and expertise within the organization.

Key elements for the role:

  • Experience delivering engagements.
  • Strong understanding of High-Tech companies
  • Ability to drive personal results in a collaborative, team selling environment.
  • Experience in managing senior level relationships extending to the C-level.
  • Strong consultative sales and negotiation skills preferred.
  • Demonstrates good problem solving and analytical skills.
  • Ability to lead productive and engaging meetings with individuals who may have competing goals and objectives
  • Ability to influence contacts to become a change agent within their financial institution
  • Excellent written and oral communication skills; articulate and persuasive presence and speaking experience required
  • Proven skill to build relationships by offering recommendations through formal sales presentations, written proposals, and negotiating to yes preferred
  • Excellent planning, organizational and project management skills. Familiarity with Salesforce.com highly preferred
  • Willingness to travel up to 50%

Education:

  • Bachelor’s degree from an accredited institution, graduate degree a plus.
  • Preferably MBA from a top-tier business school

 

Sincerely,

Larry Janis

Managing Partner I Integrated Search Solutions Group

P-516-767-3030

 

 

Chief Growth Officer – Americas

 

 

 

 

Chief Growth Officer – Americas

Requirements

  • 20+ years of IT services (not BPO, not Infra) experience in leading Sales & Business in the Americas region including experience of selling LATAM Near shoring capabilities
  • Should have led 50+ member Sales & Alliances team across industry/domains & service lines to win NN and EN ACV of >USD 100 Mn. for at least 2 consecutive years

Scope of Job

  • Region: Americas – USA (primary focus), Canada and LATAM
  • Delivery capability sell: US Onsite, Near shoring LATAM into Americas, Near shoring Europe into Americas and Offshore into Americas
  • Service line capability sell: IT Consulting, Software Development, Standard Solutions and Academy across –
    • Digital & IT Process Transformation
    • Data & AI
    • Cloud
    • Software Technology – SW Architecture & Design, Functional Engineering,  QA, Testing & Security
    • Low Code
    • Microsoft
  • Key Direct Reports: Sales Head US region, Sales Head LATAM Near shoring capabilities

 

Responsibilities

  • Define the Go-to Market strategy for the region in-line with the Company & Region’s business strategy in consultation with the MD Americas and the Global CEO
  • Build & Lead the Direct Sales and Alliances-focused Sales teams in-line with company & region’s business & growth strategy, culture, systems & processes
  • Ensure Growth in Net New Accounts & Revenue
  • Drive EN growth via Account Management – Growth in Revenue and Service line penetration in Existing Accounts
  • Ensure Alliance led deal wins – Alliance partner identification, relationship management, joint go-to-market strategy and execution along with Service Line Heads
  • Drive the Invoicing & Cash collection process to Account Receivables (DSO) is low
  • Jointly agree & get sign-off on deal’s budget Gross Margin/EBITDA with Delivery Lead, Presales, MD Americas and CEO, as required
  • Be the Executive Sponsor of all Key Accounts and Key Deals in the region
  • Build & Manage relationships will all key Third party Analysts and Alliance partners to be in the knowhow of all relevant deals in the market
  • Lead responsibility of Price or Rate increases in T&M engagements
  • Lead Inside Sales team for Americas based out of India and LATAM
  • Drive Sales Enablement with Presales & Service Line teams
  • Setup Sales Operations team and ensure adequate support for Sales
  • Drive industry / domain focus in Sales team and selling process
  • Ensure correct and disciplined usage of Sales CRM like Hub Spot for Management reporting
  • Collaborate with Marketing on Brand, Campaigns, MQL, ABM etc.
  • Internal Collaboration – cross-functional, cross-regional, cross-cultural

Thank you in advance,

Sincerely,

 

Larry Janis

 

Managing Partner I Integrated Search Solutions Group

P-516-767-3030