Role Proficiency:

Provide leadership for an account or portfolio larger than $5M influencing customer’s IT strategy by proposing new or alternative solutions. Develop and maintain strong relationships with senior executives in the customer organization including CXO level relationships. Take overall accountability of service delivery to customer multi-year strategic planning Business Development Relationship Management and profitability of the account.

Outcomes:

Build and manage relationship with all key stakeholders and decision makers within customer organization including CXO level relationships and drive penetration in various domains/functions of the clients Establish a strategic vision for the account. Work with Client Partner to build a roadmap for the next 3-5 years showing aspirational growth (revenue/profitability) engagement models client perception and investments/resources needed Create and manage Account Operating Plan in alignment with organizational and account goals. Ensure growth of UST footprint with customer to meet or exceed account growth plans and targets Develop strong understanding of customer’s business needs and provide thought leadership to client on business domain/technology solutions. Leverage USTs products and service capabilities where required. Lead and manage teams across various techno-functional streams within the account ensuring employee engagement and productivity. Predict and manage attrition in critical roles Take overall responsibility for account/service delivery outcomes including finance and resource management. Work beyond account boundaries managing internal stakeholders to meet the account goals of revenue profitability and customer satisfaction Regularly monitor sales trends market dynamics and incorporate into existing account strategy and plan influencing IT strategy to the customer by proposing new or alternative solutions and balancing effectiveness and efficiency. Exemplify UST leadership in conferences meets and seminars by presenting thought leadership and connecting with key customers. Develop UST ‘brand’ and create demand in UST’s platforms and products

Measures of Outcomes:

Revenue (Targets vs. Actuals) Profitability (Targets vs. Actuals) Digital Services Mix (Targets vs. Actuals) Services Penetration Mix (Targets vs. Actuals) Transformational Value Delivered to Client (as defined) Customer Satisfaction People Satisfaction Number of C-level contacts in CRM or Account plan Number of C-level meeting held   Testimonials References (present or prospect)

Outputs Expected:

Domain / Industry Knowledge:

Successfully leverage UST partners and alliances to forecast the overall business requirements and market trends Have in-depth discussions with key client stakeholders
interpret the data and enhance the quality of the proposed solution Analyze existing gaps and recommend specific UST services / solutions. Actions must be classified for accomplishment in 30/60/90 categories to ensure progress on immediate actions as well as activities that will take longer to develop Manage domain related project management issues in multiple projects Validate roadmap for customer strategy Review to contextualize the solution to the industry

Technology Concepts:

Recommend appropriate framework
approach
and solution to meet the functional and non functional requirements Identify technologies and products relevant to account in the short term (1to 2 years) Guide solution response team Guide team
evaluate work products
and connect to technology officers in customer organization Identify and leverage the most appropriate tools

Relationship Management:

Ensures that stakeholder needs
concerns or complaints are understood and addressed. Target NPS consistently 9/10 Maintains regular communication with customer / partner / supplier
and addresses needs through empathy with their environment. Explore 360-degree nature of the relationship (buy from/sell to/sell with) Authorises investment in new and existing relationships. Leads the design of a workable procedure for maintaining positive business relationships; provides operations oversight and accountable for escalations

Profitability Management:

Create profitability sheet based on resource plan. Build an effective forecasting mechanism to improve planning (futuristic view of weighted opportunities
$
and required resources) Do outcome based pricing Present analysis to senior management Create cost benefit model using ROI
internal rate of return
and other management concepts Track and monitor profitability of projects on an ongoing basis Change pyramid
rate changes and other onshore / offshore changes

Pricing & Licensing Models:

Create an integrated pricing model Guide team members to apply pricing techniques Interact with relevant stakeholders during deal process Compare
contrast and choose suitable commercial models among those practiced in the industry Optimize key levers of the business model to make the commercial proposal competitive

Account Management Processes and Tools:

Contribute to account AOP with intimate knowledge of client Own relationships with all client stakeholders Prepare internal reports Manage at least 1 account independently including responsibility for top line and bottom line targets; manage customer relations Work independently with cross functional teams in mining account(s) Provide support to the specialist to create an account plan aligned to customer needs and UST approaches and strategies

Delivery Management:

Takes overall responsibility for project outcomes
including finance and resource management and works beyond project boundary Plan and manage large and complex projects as defined within UST Implements plans for a programme of digital transformation. Identify risks and mitigation strategies on an ongoing basis and implement the same for large / complex projects Proactively anticipate the risks and identify avoidance / mitigation strategies on an ongoing process Monitor complex integration / interdependence across work streams within the span of the project Implement best practices with measurable business value adds Set quality goals and processes

Works with Delivery Managers and Project Managers in the account:

Plans and directs a single or portfolio of projects to ensure co-ordination and management of interdependencies. Orchestrates projects to develop or implement new
internal or externally defined processes to meet identified business needs. Defines activities
responsibilities
critical milestones
resources
skills needs
interfaces and budget. Optimizes costs and time utilisation
minimizes waste and strives for high quality. Develops contingency plans to address potential implementation issues. Delivers project on time
on budget and in accordance with original requirements. Creates and maintains documents to facilitate monitoring of project progress.

Estimation and Resource Planning:

Consolidate estimates at a solution level
evaluate risks and validate estimates from a technical standpoint; assumptions
scope and boundaries defined Review
validate and negotiate estimates across service lines Conduct resource planning (pyramid
people development) at a project level based on project requirements Conduct impact analysis for changes and analyze corresponding impact to overall estimates; resource loading Interact with first level of stakeholders and finalize the project scope Review project scope and schedule in project plan

Knowledge Management (KM):

Ensure that the KM plan / platform exists for all new joiners to the engagement Harness project level learning's across the engagement Promote continuous knowledge management Define and improve Knowledge Management Effectiveness for the engagement

Requirements Gathering & Analysis / Requirements Management:

Leverage UST capabilities
experience to identify solution accelerators
and value adds to the customer Assess the quality
content and coverage of the requirements gathered Represent UST at customer site. Ensure UST requests are presented and discussed at the appropriate levels in the customer organization. Ensures customer requirements and needs are understood clearly by UST stakeholders and teams and ensures that service delivery meets/exceeds customer expectations.

Solution Structuring:

Customize UST service offerings for customer needs Provide thought leadership based on the pattern to come up with additional service offerings Carve out complex solutions / POCs for a customer based on their needs Recommend technology specific accelerators / tools for the overall solution along with optimal features e.g. time savings
cost benefits Build strategies
standards and guidelines for the existing service

Benefits Management:

Identify
track and report SMART benefits for a program Identify impact of the program to various stakeholders Identify impact of program environment changes on the benefits Measure and report outcomes on a defined frequency Devise an action plan if there is a risk of not realizing desired benefits Steer the program towards the desired vision
with sustained and timely realization of benefits

Skill Examples:

Impact and Influence Relationship building Account Strategy planning Identify project risks and define action plans to mitigate Define a project plan by breaking it down into individual project tasks Communicate project progress to all relevant parties reporting on topics such as cost control schedule achievements quality control risk avoidance and changes to project specifications Delegate tasks and manage team member contributions appropriately Manage external contracted resources to achieve project objectives Optimize project portfolio timelines and delivery objectives by achieving consensus on stakeholder priorities

Knowledge Examples:

Project methodology including approaches to define project steps and tools to set up action plans

Technologies to be implemented within the project Company business strategy and business processes Development and compliance to financial plans and budgets IPR principles and regulation Structured project management methodologies (e.g. agile techniques DevOps)

Additional Comments:

Resource will be responsible for GTM development and pipeline growth across key UST service lines. 

Will work with key UST executives responsible for business growth in the assigned global regions to align focused co-sell efforts. 

Will evangelize the value of the Alliance and drive value to UST

Will be the key interface to executive in region

Will drive extensive use of all available funding programs

Will work with internal teams to build out GTMs that are aligned with US GTMs with an ability to sell and execute in these regions of the world

Will work with a team to coordinate and drive pipeline activity, increase funding and drive higher close rates through co-selling

A team player and an internal advisor to UST executive team Understands UST If you are a dynamic and results-oriented professional with a passion for driving growth through partnerships, we encourage you to apply for this exciting opportunity.

We offer competitive salary and benefits packages, opportunities for career growth, and a supportive work environment.