Practice Manager

JOB TITLE: Practice Manager Digital

JOB PURPOSE: Drive Digital Business across the GCC region

QUALIFICATION: Bachelors Degree / Preferably in Computer Science

CERTIFICATIONS: Any BPM software (non-mandatory)

EXPERIENCE: 15+ years of experience

RESPONSIBILITIES (INCLUDES ALL TASKS):

This role is responsible to develop go to market strategies and execute plans for the business unit to achieve its goals, including financials, customer success, learning & development of the team and improving business unit effectiveness. Digital business unit portfolio encompasses e-services, process automation, application services, and complimenting company products.

Financials & Planning: Business Planning for the GCC region aligned with the company strategy to achieve the Revenue, gross margins, and P&L as per the set targets.

Industry domain & Differentiators: Should understand vertical business, define critical success factors (CSF's), and create differentiated propositions with clear business outcomes for replication.

Brand building: Should take initiatives to work with sales & marketing to promote our solutions through events, case studies, campaigns, industry networking, etc.

Demand Generation: Collaborate with sales & delivery to proactively generate leads, develop quality presentations, workshops, etc.

Presales: Provide Pre-sales support to the sales team to build opportunities with activities such as developing winning presentations, proposals, demo's, POC's and workshops. Provide proposals, scope of work, executive summary of the solution, value differentiators and plan winning strategy for the deal

Customer Growth: Develop strong partnerships with customers CXO's by developing long-term

roadmaps, conducting proactive workshops with stakeholders, and grow annuity contracts.

Vendor management: Manage vendor relationships with joint business plans, pricing and required certifications.

Delivery Collaboration:

Collaborate internally with delivery teams on scope of work, review estimations, solution

architecture, methodology and pricing to develop winning proposals.

Regular cadence with delivery leads to ensure customer commitments are met timely.

Provide pipeline forecasting guidance for capacity planning.

TECHNICAL SKILLS /COMPETENCIES: MANDATORY

Business Domain Knowledge

Software development lifecycle knowledge

Financial acumen

Proposal Preparation