Lead BPO presales and solutions for banking/financial services clients: respond to RFx/bid requests, create proactive proposals and GTM decks, perform due diligence and commercial modeling, coordinate cross-functional teams, present solutions, host client visits, and support onsite account teams with domestic and global travel.
The key result areas (KRAs) will be:
1) achievement of quarterly revenue target, RFx / Bid response
2) prospect to order conversion %
3) quality of deliverables (proposal response, due diligence reports)
4) 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
- 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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