Emerging Business Segment Leader

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, insurance, healthcare/life sciences, and telecommunications, technology and media.

With over 30,000 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

The Emerging Business Segment Leader will be a member of Virtusa's rapidly growing Retail, CPG and Manufacturing business. You will be responsible for the Emerging Business segment and will be a member of the Business Unit at Virtusa and report into the BET Business Unit Head.

You will be responsible for fostering existing relationships, creating new relationships, developing solutions while driving new sales and managing existing business for Virtusa. The position focuses on selling high value, end to end, professional services in areas such as: digital strategy, data/data visualization, cloud, engineering, 360 view of client, campaign management, ecommerce, analytics, big data, IoT, etc.

Must play a key role in our growth and are tasked with rapid business expansion within the Emerging Business segment, 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 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 sales, client partners, and account teams (account management and project management) to meet and exceed client expectations.

Contributing to new business development efforts, partnering with sales teams, to enhance and broaden the relationship in existing clients, and to create new logos within the vertical.

Responsibilities

• The ideal candidate will be able to develop relationships and pipeline that result in the sourcing of new opportunities and have the hunger to ideate solutions. Vast experience in the Retail, CPG and MFG domain. Responsible for establishing marketing programs that will create and accelerate pipeline. Must be able to thrive in a competitive environment and be experienced in growing a Emerging segment.

• There is a significant emphasis on developing pipeline, meeting targets and exceeding customer expectations. The candidate is required to provide a proven track record of being an over-performer. Candidate should be self-motivated, detail oriented, good multitasker, and comfortable with using technology and office tools as part of the sales cycle.

• Meet and exceed sales targets.

• Establish and manage the overall client relationships with key decision makers up and down the organization chart.

• Establishing and building trust by understanding the client's business goals, identifying gaps and positioning Virtusa's capabilities to win business.

• Understand the Engineering services and solutions Virtusa has to offer in order to best qualify opportunities.

• Collaborate with business/delivery teams as part of the sales cycle

• Drives proposal process and participates in proposal development

• Drives campaigns, events and other pipeline building activities

• Performs formal deal reviews

• Manages pipeline and activities through SFA tool (Salesforce.com)

• Be able to work with a Global support environment

• The Segment Leader should be comfortable in group/team settings and be able to lead a global diverse support team in winning deals. Must bring top-notch consulting and relationship management skills. Possess a deep appreciation and understanding of IT tools, techniques, systems and solutions.

Qualifications

• A minimum of 15 years of experience in a client facing role or segment leadership role in an IT professional services or management consulting firm.

• Experience with a global service delivery model.

• Proven track record in client relationship management, business development and sales.

• Experience managing large revenue clients (P&L including reporting and metric assessment for the account).

• Possess deep retail, CPG and manufacturing domain knowledge.

• Strong understanding and knowledge of industry trends.

• Minimum bachelor's degree.

• Excellent relationship and networking capabilities.

• Creative thinker and deal maker.

• Able to generate large deals.

• 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.

• Skilled at C-level and achieving large order values.

• Excellent communication and presentation skills.

• Able to develop effective presentations.

• Experience using SFA tool (Salesforce.com).

• Able to travel for sales pursuits as needed.

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