achievement of quarterly revenue target, RFx / Bid response
prospect to order conversion %
quality of deliverables (proposal response, due diligence reports)
internal stakeholder / external customer feedback
Active involvement and ownership in the ‘lead to closure’ cycle for BPO IFS opportunities by leading the following activities:
Create pro-active proposals for clients in discussion with sales teams
Coordination with all stakeholders (sales, solutions, operations, pricing, transition, technology, facilities, Hexaware Technologies et al) to ensure timely and high quality proposal submission
Present proposed solutions to end clients
Manage client visits at Hexaware centers during lead to closure cycle
Lead right sourcing opportunity due diligence exercises at client locations
Single point of contact (working closely with the Hexaware onsite sales and account teams) for senior client stakeholders for all active proposals
Good understanding of pricing models, engagement models and operating models
Ability to own discussions with pricing / finance teams to ensure Hexaware proposals are competitively priced
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Strong skills in storytelling and building narratives in the backdrop of client requirements, covering operations run, Digital transformation and Change.
Involve junior members of the team in the above activities and provide guidance and mentoring to the new joiners in the team
The role will require thorough knowledge of Hexaware’s capability and credentials in BPO and the existing solutions and offerings in this space
Act as a custodian of all go to market (GTM) decks and offerings for specific area aligned within Institutional Banking
Drive creation and publishing of thought papers to analyst groups and Hexaware stakeholders on Hexaware’s differentiated offerings
Drive efforts to identify market Fintechs and internal IP solutions for new offerings and Go-to-market initiatives for allocated area
Criteria:
Over 10-12years of relevant work experience in presales, and at least 14 years of total work experience
Good experience in BPO pre-sales (bid management, due diligence etc.) in banking (corporate / commercial banking / investment banking / asset management/custody); managing global clientele will be a major advantage
Candidates with experience in sales & business development / consulting / program management / domain SMEs in Banking or Capital Markets may also apply
Prior industry experience in banking (corporate / commercial banking / investment banking / asset management/custody) with a global bank will be an advantage
Experience of leading teams (direct and cross-functional) is a pre-requisite
Candidate’s willingness to travel (short duration to domestic and global locations) in short notices is a key business pre-requisite
Excellent communication skills is a key pre-requisite
Qualification: Graduate with MBA (MBA not mandatory but preferred)
Shift Timings: Flexible to business requirements
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