Sr Director IS - Client services

Company Background
Virtusa Corporation is a leading worldwide provider of digital transformation services that accelerates business outcomes for Global 2000 businesses in banking and financial services, Healthcare & Life Sciences, Insurance, and telecommunications, technology and media.
With over 27,000 people and over 50 offices worldwide, we harness our deep design and engineering heritage to help global organizations tackle their toughest technology challenges. We help our clients identify strengths, uncover opportunities, and accelerate their path to digital
transformation through the use of our Digital Transformation Studios (DTS).
We blend unique perspectives and proven expertise across consulting, design and engineering disciplines. We challenge convention, and one another, to create compelling experiences that delight users and transform business. We have a passion for trying new ideas. And a rapid process to bring them to life. Whether it's the digital enterprise, mobile wallet, the IoT or virtual reality, we're investing, experimenting, tinkering and hardening the technology that sets the pace in an ever-changing world. Through a proven platforming methodology, domain expertise and technology innovation, we deliver growth through differentiated solutions. We bring best in class digital engineering services to every engagement, with deep expertise in digital strategy and design; customer experience; analytics; mobile; cognitive/AI; full stack engineering, microservices, IoT; and cloud services.
For more information, please visit http://www.virtusa.com/

Summary of Position
Virtusa’s digital Information Services IT solutions and outsourcing services provide Information Services organizations with the innovation and transformation expertise to meet competitive, regulatory, financial, and customer service requirements. This role is a direct sales position that will report to the Sales Business Unit (SBU) Head - TIME and work closely with the segment leadership team. Responsible for driving sales in Virtusa’s Information Services business. Focus on selling IT services across the Digital Transformation (DT) and Cloud Transformation (CT) marketplace, including digital consulting, UX, mobility, digital marketing, digital engineering, cloud development and migration, data/analytics, AI/ML, and more. This sales role, holds emphasis on developing pipeline, meeting order booking targets and developing partner channels. Experience of working within a structured sales operations environment will be important. You should have a proven record of accomplishment of being an over-performer/exceeding quota, and should be self-motivated, detail oriented, and a good multitasker. Experience working at an IT services firm that has focused on selling digital and cloud transformation services. You should be comfortable speaking with both senior level technology, and non-technology buyers. You can interact at a strategic level, convey complex concepts and articulate value.

Responsibilities

Must play a key role in our growth and are tasked with rapid business expansion within Information Services Vertical, including growing a select client cluster with clearly established top line and bottom line targets, and being able to sell new service offerings and solutions to the client cluster in order to achieve targeted results.

Establishing and managing the overall client relationship with key decision makers.

Establishing and building "trust" and leveraging client context by understanding the client's overall business goals.

Positioning Virtusa as a Strategic IT partner and identifying avenues for Virtusa to implement IT solutions.

Directing and managing the overall client relationship to include work quality and customer satisfaction.

Managing the account teams (account management and project management) to meet and exceed client expectations.

You will take points on driving the portfolio and ensuring world class customer experience delivery. You are able to understand and articulate client and prospect business objectives, pain points and describe the overall opportunity. You provide direction to our internal solution teams to create solution propositions that address client business needs and differentiate us from the competition. You are able to structure complex deals, negotiate commercial terms and position our services as high value to preserve our margin. You are comfortable leading and orchestrating oral presentations and able to take deals across the finish line. You understand how to close a deal.

You are able to quickly develop trusted client and prospect relationships that enable rapid expansion. You are not single threaded. You are able to quickly identify multiple stakeholders and multiple areas of opportunity within an account. You are able to diversify opportunity and revenue streams. You rapidly cross sell the full catalog of digital solutions. You are able to construct larger opportunities by building upon successes. You are able to navigate to the business and executive sponsors. You are able to identify competition and construct takeover plays.

Qualifications

Minimum 10-15 years of experience in a leadership role at a consulting or services firm that has focused on selling digital services to the Information Services industry.

Minimum P&L Management 100M+

Expertise into the Information Services industry

Experience in working with partnerships and channels to drive new business in existing business

Ability to qualify opportunities and progress opportunities through the pipeline

Solutions-oriented by nature and is consultative in approach to selling

Experience selling digital services digital such as mobility, UX, digital marketing, cloud, web content management, ecommerce, analytics, AI/ML, etc.

Strong customer presence that can quickly build positive customer experience

Creative thinker and deal maker and able to structure complex deals

Able to generate large, strategic deals with annuity component

Detailed oriented and able to drive a sales process to closure

Demonstrated successful proposal development and presentation skills to include strong oral and written communication skills

Capable of selling at a C-level and developing sponsorship to drive deal closure

Comfortable working in a hands-on environment and possesses an entrepreneurial spirit

Excellent communication and presentation skills

Experience using SFA tools (i.e. Salesforce.com) and an understanding of a staged pipeline process 

Ability to travel (up to 50%25)