Sr. Director, Solution to Win

Req ID: 306273 

 

NTT DATA strives to hire exceptional, innovative and passionate individuals who want to grow with us. If you want to be part of an inclusive, adaptable, and forward-thinking organization, apply now.

 

We are currently seeking a Sr. Director, Solution to Win to join our Client Growth Office. This role will work remotely from your home office located within the US with travel required to meet with clients as necessary.

 

Overview: The Strategic Pursuits Team supports our most complex, strategic, and transformational multi-million-dollar pursuits. We are looking for a leader with two responsibilities. Primary being to establish a Price-To-Win Center of Excellence and head up competitive intelligence and strategy function. Secondary being to manage governance and reporting of the team, along with the interlock with the field and practices.

 

Job Responsibilities Include:

• Think big, out of the box, and help shape the win and solution strategies by analyzing the competition, their practices and strategies and helping guide the team on competitive strategy and positioning, and, hence establishing differentiation. You are an analytic and come up with a price to win guidance based on competitive strategy and positioning, our strengths, and benchmark data. You also are the steward of deal shaping best practices, you will create a repository of best practices, what is working, what is not working and will work with the sales enablement team to deploy learnings back into the field to help improve the ground game.
• In your governance role, you manage the governance and hygiene across the strategic pursuits coming from a sales excellence perspective – account qualification, deal qualification, interlock with the practices, pursuit team formation and deployment, win strategy, solution strategy, compliance to price to win, escalations, reporting and analysis of strategic pursuits sales performance.
• As part of the governance, you will also manage the deployment of strategic account framework in North America and reporting on it. Lastly you will run the MBR and QBR’s of the strategic pursuits team with the business units and practices.
• You take leadership, lead from front and by example. You have an eye on detail, and you are big about simplification of processes to create velocity in pursuits, while eliminating negative friction and creating healthy friction. You have the ability to earn trust across sales teams, delivery teams and leadership and you are able to provide them the leadership in the above aspects. Lastly, you can navigate complex matrix environments.

 

Basic Qualifications:

• Minimum of 12 years of experience in market research methodologies and competitive intelligence practices in enterprise sales, complex deal pursuits, or consulting sales roles, preferably in the IT services industry.
• Bachelor's degree, or equivalent work experience (i.e. 4 additional years of work experience).

 

Preferred Skills:

• Experience with sales processes and customer segmentation
• Excellent communication and presentation skills to convey complex information to stakeholders
• Leadership experience in managing and developing others
• Ability to work effectively in a fast-paced, dynamic, and collaborative environment, with multiple stakeholders and teams.

 

 

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