EAI & BPM ONSITE PRACTICE MANAGER (SALES)

Posted on September 16, 2015 · Posted in CONSULTING

Our consulting partner are recruiting for an experienced EAI & BPM Onsite Practice Manager to join them on a permanent. The candidate’s main task will be to lead their Overlay sales support for UK and Continental Europe, based out of London, U.K.
Experience:
12-15 years of experience
Responsibilities:
• Define and achieve annual / quarterly practice revenue impact (EE/EN/NN) targets working with Geo-sales and respective sub-Practice managers.
• Establish and own the lead management process – qualification, prioritization based on profitability and potential, conversion rates, win/ loss analysis
• Collaborates with sales, delivery, technical and vertical teams to ensure proposed deals include technical solutions, winning themes that accurately address customer needs
• Assist sales and business development teams in supporting the named logo list of must-win prospects
• Assist marketing team in driving practice specific campaigns – develop key messages, design relevant content in UK and Continental Europe
• Drive customer visits, pre-sales workshops and expertise presentations
• Collaborative with verticals pre-sales teams representing EAI for large proposals which has multi-practice and technology involvement.
• Secures input from all necessary solution stakeholders and adapts solutions, as necessary.
• Conversion % for qualified leads and opportunity creation from the RFP and customer connects through overlay sales and sub-practices.
• Participate in short-term consulting engagements and pre-sales assessments/workshops

Mandatory Skills & Required Competencies:

• BE/MCA with 12-15 years of progressive experience with implementation and project execution background in middleware/SOA/BPM projects
• At least 4 years of implementation and consulting experience in any of the leading middleware/SOA/BPM technologies.
• At least 4 years of pre-sales experience with the end-to-end ownership of overall bid management and RFP responses for large EAI/BPM deals
• Proactively scope the technical solution required to address customer requirements, assesses customers’ stated and unstated needs, and recommends solutions that optimize value for both the customer and organization
• Maintains high customer satisfaction ratings and winning ratios
• A record of achievement and technical solution expertise in a comparable sales role
• Experience in EAI life cycle methodologies like agile, lean and waterfall models
• Should be able to estimate and cost EAI/SOA/BPM projects and also propose innovative pricing models
• Experience in working with matrix organization with shared responsibilities
• Excellent communication skills, Problem solving, Analytical skills and people management skills
Minimum required language knowledge (speaking+writing):
• English

Job Location: London
Job Reference: 112529
Job Type: Perm
Job Rate/Salary: Excellent

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