Associate Vice President

Posted on

 

 

 

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)

Posted on

 

 

 

 

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

Posted on

 

 

 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

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