Chief Growth Officer – Americas

Posted on

 

 

 

 

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

 

 

Sales Director, Business Development

Posted on

 

 

 

 

Director, Business Development to grow our client’s North American business and join their fast-growing team. They are a diverse company that values teamwork and the individual chosen for this role must show a high level of emotional intelligence; succeed through individual performance as well as teamwork and have the business acumen to help the team succeed. The ideal candidate will have experience growing a diverse portfolio and be skilled at identifying opportunities to close the business and the individual will have experience selling solutions within BFSI/Retail/CPG/Entertainment/Travel/Hospitality industry. Experience working with AWS and GCP Cloud Partners and at an end-to-end service provider is a definite plus.

We are seeking individuals who have a proven history solution selling large/complex (new) product development, platform engineering and cloud services at an enterprise level to Global 2000/Fortune 500 clients

Industry Knowledgeable Business Development Professional, Self-starter who can quickly learn in a matrixed organization, build an internal network, and bring together with our client world class capabilities to deliver strategic value to their clients.

Should have:

  • Extensive experience selling solutions within BFSI, Retail, CPG, Entertainment, Travel & Hospitality industries.
  • Experience with Cloud Solutions and working with AWS and GCP Partners is a plus • World class time management and listening skills
  • A leader who can inspire excitement in a prospect and within the company you will engage
  • Demonstrated track record of identifying and closing new business using consultative and collaborative multi-discipline team approach
  • Good understanding of industry trends and ability to drive positive change via the latest technology solutions in Cloud, Digital, Big Data, Analytics, Core Software Engineering, Legacy Modernization, DevOps, Agile, Automation and more
  • Ability to develop long term client relationships at all levels of client organizations including C Suite • Use to building and managing account plans and CRM sales activity on an ongoing basis
  • Experience with evangelizing transformational ideas and building a vision for large enterprise clients, leading to real long-term value via the use of advanced software engineering and technology consulting services
  • Good understanding of the latest advances in software engineering and platform-based technology services, from idea to delivered results
  • Ability to work with and lead teams of highly skilled professionals on a deal basis
  • Proven track record of collaborating with technology vendors

Locations

  • Dallas and New York

 

If you are interested or know someone who might be, please let me know.

Thank you in advance,

Sincerely,

 

Larry Janis

 

Managing Partner I Integrated Search Solutions Group

P-516-767-3030

 

Global Head – Cloud Services

Posted on

 

   

 

Global Head – Cloud Services

The head of cloud services development is to provide leadership and vision in the development and delivery of our clients’ cloud services. They are responsible and accountable for ensuring that our clients’ cloud services portfolio meets its customers’ requirements, leading and influencing national and international strategies and policies where appropriate to achieve this

A growth focused established leader and innovator for this senior position. This role is responsible for developing and executing the strategy to drive the company’s Cloud Operations to operate at best-in-class levels. This role will also lead a global team that is responsible for industry-leading technologies and practices to enable them to make in scalability, reliability, and security during product design help teams reliably deploy global products at scale, while safely monitoring and managing our customer data / workloads. This role will also be responsible for IT strategy, ensuring the right IT systems are in place to support operations and objectives.

The successful applicant will possess outstanding management skills and will be able to lead, coach and mentor a range of cloud operations and IT resources across global locations. Having proven experience in this field, the applicant will have a strong understanding of the principles of cloud operations, cost management, networking, desktop and server deployments, information security, hosting and IT architecture sales professional who has successfully created positive impact through year-on-year business expansion. You develop primary relationships to identify opportunities to solve client pain points and growth objectives utilizing a differentiated roadmap and framework leveraging the latest cloud-based technologies. Additionally, you will support the account personnel in building relationships with key buyers through bringing business and technical expertise to business development conversations.

The work:

Identify complex technology business problems/opportunities requiring in-depth knowledge of client buyer needs and cloud oriented solutions

Interacts with senior management levels at clients and within our client, determines pursuit strategies, develops client messaging plans and relationships, and applies industry-leading Cloud transformation strategies and practices.

Has latitude in decision-making and determining objectives and approaches to critical assignments.

Operates within large teams and directs specific team sales origination activities

Has a solid pedigree and comes with a track record of growing and scaling organizations/practices.

Ensure that senior management within our client remains properly briefed, and take ownership of any actions agreed as a result.

 

Here’s what you need:

  • Experience leading and building a complex blended technical environment that is a mix of legacy and newer cloud-based technologies
  • At least eight years of enterprise with scale cloud, infrastructure, software development, and architecture experience within a technology services firm
  • Successful record of leading and managing teams through a transformation; providing a strong change management voice in leadership forums where critical decisions that impact infrastructure requirements need to be considered
  • Expertise in cloud centric enterprise architecture, such as AWS, across applications, DevOps, and other infrastructure and security domains, with proven experience integrating new cloud operations with traditional enterprise architecture, infrastructure, systems engineering, and application support operations
  • Strong practical experience implementing cloud-native and vendor-driven security operating models to secure cloud hosting zones, such as Identity and Access Management (IAM), DLP, Firewalling, Vulnerability Management, Compliance, Cloud Security Controls, etc.
  • Demonstrated ability to partner effectively with cross-functional, global colleagues, customers, and stakeholders to drive change

 

If you are interested or know someone who might be, please let me know.

Thank you in advance,

Sincerely,

 

Larry Janis

 

Managing Partner I Integrated Search Solutions Group

P-516-767-3030

 Sales Director USA – Net New Business / Hunter / Rain Maker  

Posted on

 

 

 

 

 

Sales Director USA – Net New Business / Hunter / Rain Maker

 

 

 

OUR CLIENT

Is a pioneering IT consultancy company with over 20 years of experience, their global network of passionate technologists and pioneering craftsmen deliver cutting-edge technology and game-changing consulting to companies on the brink of transformation. They are organized in complementary chapters – teams with a tremendous amount of knowledge and experience within a particular field, such as Agile, DevOps, Data and AI, Cloud, Software Technology, Low Code, and Microsoft.

LOCATION

  • Location – Anywhere in the USA

JOB RESPONSIBILITIES:

  • Business and Market Development for US markets
  • Revenue Generation and new logo hunting
  • Negotiations and contract finalization with the help from delivery teams and legal teams
  • Collaborate cross-functionally with business and other IT teams across the client
  • Champion development and integration standards, best practices, and their related deliverables
  • Aim to deliver processes and components that can be maintained by the business into the future using native features and functions whenever possible
  • Embraces diverse people, thinking and styles
  • Understanding of technology selling in the areas such as Agile, DevOps, BI/AI and ML, Cloud, Full Stack Dev and Low Code.

JOB REQUIREMENTS:

  • Bachelors Degree with IT selling and outsourcing experience of 15-25 years
  • Act with urgency and a sense of ownership in the broader scheme of client’s success
  • Hunger for business
  • Good past rolodex to close deals and hit the ground running

If you are interested or know someone who might be, please let me know.

 

Thank you in advance,

Sincerely,

Larry Janis

Managing Partner I Integrated Search Solutions Group

Email: janis@issg.net

 

Account Executives for retail or consumer goods

Posted on

 

 

He/she leads at the customer to drive profitable growth through collaboration, bringing the best of to deliver exceptional results. The Account Executive ensures our client has an excellent customer relationship.

The account management teams under the responsibility of the Account Executive, will build the strategic account plan working across the technology stack to bring innovation and ideology and with Delivery to solution the optimized delivery plan. The Account Executive is directly accountable for profitable growth of the account through upsell and cross selling strategic offerings. Through collaboration with Delivery (solutioning, service lines, delivery excellence) they are accountable for overall account results bringing together the network of experts to optimize the account.

The Account Executive is the voice for the account and in the local community.

The Account Executive collaborates with Global and Regional Delivery along with Sales, Offerings and the Corporate and Regional Functional teams to manage and deliver the expectations of our customers.

The Account Executive reports through the regional leadership structure. Continue reading →