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Chief Revenue Officer IRCUK&I

Job: IRC
Location: United Kingdom - London
Designation: Chief Revenue Officer
Experience: 10-15 years
Function: Sales
Skills: Business Development, Client Communication, Cost Management, Customer Relationship Management, Leading A Team, Marketing, Planning, Sales

Description:

Reporting the UK&I Country SVP, the Chief Revenue Officer has overall accountable for identifying, owning and driving customer revenue across the portfolio to enable growth of GlobalLogic UK&I.

Requirements:

    Knowledge & Skills:

    • A proven track record in successful developing new and existing relationships across multiple sectors delivering complex software development and digital transformation services/solutions: in particular industry domains of
      • Financial Services
      • Energy & Utilities
      • Communications, Media & Entertainment
    • Excellent understanding of digital product engineering solutions and their delivery including how these can be positioned to Medium sized and most importantly Enterprise level clients.
    • Excellent stakeholder management skills with the ability to quickly create long term relationships.
    • Demonstrable knowledge of complex sales techniques and client drivers

     

    Essential Experience:

    • Experience of selling and proposing consultancy services, solutions and complex software solutions
    • Experience of working in selling consultancy services, solutions and complex software, Digital CI/CD DevOps Agile solution selling
    • Experience in successful sales and presales proposal development at an Enterprise Level
    • Experience in managing a Sales function in a consultancy and software services context
    • Experience working with and selling global teams, leveraging a right-shoring approach to bring the best value to clients

     

    Competencies:

    Autonomy

    • At the highest organisational level, has authority over all aspects of a significant area of work, including policy formation and application
    • Is fully accountable for actions taken and decisions made, both by self and others to whom responsibilities have been assigned

    Influence

    • Makes decisions critical to organisational success
    • Inspires the organisation, and influences developments within the industry at the highest levels
    • Advances the knowledge and/or exploitation of technology within one or more organisations
    • Develops long-term strategic relationships with customers, partners, industry leaders and government

    Complexity

    • Leads on the formulation and implementation of strategy
    • Applies the highest level of leadership skills
    • Has a deep understanding of the industry and the implications of emerging technologies for the wider business environment

    Knowledge

    • Has established a broad and deep business knowledge including the activities and practices of own organisation and a broad knowledge of those of suppliers, partners, competitors and clients
    • Fosters a culture to encourage the strategic application of generic and specific bodies of knowledge within own area of influence

    Business skills

    • Has a full range of strategic management and leadership skills
    • Communicates the potential impact of emerging practices and technologies on organisations and individuals and assesses the risks of using or not using such practices and technologies
    • Understands, explains and presents complex ideas to audiences at all levels in a persuasive and convincing manner
    • Assesses the impact of legislation and actively promotes compliance and inclusivity
    • Ensures that the organisation develops and mobilises the full range of required skills and capabilities
    • Champions security within own area of work and throughout the organisation

Preferences:

Desired Experience:

  • Experience of working in a consultancy/professional services supplier organisation
  • 5+ years of experience in sales leadership role

Desired Qualifications & Certification:

  • Exposure to external sales training i.e., challenger, MEDDIC
  • Consistent track record of achieving quota in an individual and sales management role

Job Responsibilities:

    • Delivers to agreed orders, revenue and gross margin business plan and targets
    • Responsible for development of Go to Market (GTM) strategy along with necessary outbound Marketing approach
    • Overall ownership of primary Customer relationships
    • Develops existing account relationships to grow new business opportunities and develop additional value propositions
    • Develops new client relationships through personal network, partner relationships and outbound campaigns
    • Overall ownership of incentive and remuneration plans for Sales team including quota allocation and distribution along associated pipeline coverage
    • Identifies new business targets across existing and new sectors including the following activities:
      • Target business segmentation and identification
      • Online/CRM contact planning and engagement plan development – market opportunity mapping
      • Following up and qualifying leads generated by converting into business opportunities and revenue
      • Originating new business opportunities with targeted approaches to new and existing enterprise scale clients
      • Leveraging sales team networks and cross practice activity to generate leads and sales pipeline
      • Identifying target client issues and positioning solutions to resolve these: Adding value and/or saving costs, maximising efficiency etc.
      • Generating events, ‘meet-ups’ and discussion groups in tandem with marketing/Capability Leads to shape customer opinion and originate further leads
      • Building sustainable positive relationships within new and existing clients – identifying budget holders and key decision makers
      • Demonstrating thought leadership to the external market though a strong Social Media presence, & utilising affiliate memberships of professional organisations/ networking groups to generate wider external interest
    • Utilises internal Solutions, Delivery, Strategic Alliances to design develop and deliver appropriate proposals to identified new business
    • Leads and motivate a Sales team of professionals including ensuring they have opportunity for personal development
    • Achievement of target opportunity win rate is achieved through effective deal qualification, win strategy development and pipeline progression
    • Proactively identifies and suggest improvements to the way in which we work
    • Leads by example in proactively supporting initiatives aimed at improving Client satisfaction
    • Ensures that the team adheres to the clear processes and procedures that support all activities relating to opportunity management & development, Sales Support, Delivery, Capability Management, Finance Administration and Contract management
    • Manages costs and expenses as appropriate
    • Acts as a team player to support the Company objectives and Client strategy

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    Recruitment for this and similar positions in GlobalLogic, a Hitachi Group Company is constantly open. In order to apply and give GlobalLogic your consent to process your personal data for the purpose of such recruitments press the “Apply” button below. More details on how we process your personal data and what are your rights can be found in EU & UK Recruitment Privacy Notice. Remember that you can withdraw your consent anytime, for example by sending an e-mail at privacy@globallogic.com
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    Check this box if you want us to process your personal data also for future recruitment processes for other positions. More details on how we process your personal data and what are your rights can be found EU & UK Recruitment Privacy Notice. Remember that you can withdraw any consent anytime, for example by sending an e-mail at privacy@globallogic.com
    Recruitment for this and similar positions in GlobalLogic, a Hitachi Group Company is constantly open. In order to apply and give GlobalLogic your consent to process your personal data for the purpose of such recruitments press the “Apply” button below. More details on how we process your personal data and what are your rights can be found in EU & UK Recruitment Privacy Notice. Remember that you can withdraw your consent anytime, for example by sending an e-mail at privacy@globallogic.com
    In order to apply and give GlobalLogic, a Hitachi Group Company your consent to process your personal data for the purpose of this recruitment process, press the “Apply” button below.
    Check this box if you want us to process your personal data also for future recruitment processes for other positions. More details on how we process your personal data and what are your rights can be found EU & UK Recruitment Privacy Notice. Remember that you can withdraw any consent anytime, for example by sending an e-mail at privacy@globallogic.com
    Recruitment for this and similar positions in GlobalLogic, a Hitachi Group Company is constantly open. In order to apply and give GlobalLogic your consent to process your personal data for the purpose of such recruitments press the “Apply” button below. More details on how we process your personal data and what are your rights can be found in EU & UK Recruitment Privacy Notice. Remember that you can withdraw your consent anytime, for example by sending an e-mail at privacy@globallogic.com
    In order to apply and give GlobalLogic, a Hitachi Group Company your consent to process your personal data for the purpose of this recruitment process, press the “Apply” button below.
    Check this box if you want us to process your personal data also for future recruitment processes for other positions. More details on how we process your personal data and what are your rights can be found EU & UK Recruitment Privacy Notice. Remember that you can withdraw any consent anytime, for example by sending an e-mail at privacy@globallogic.com
    Recruitment for this and similar positions in GlobalLogic, a Hitachi Group Company is constantly open. In order to apply and give GlobalLogic your consent to process your personal data for the purpose of such recruitments press the “Apply” button below. More details on how we process your personal data and what are your rights can be found in EU & UK Recruitment Privacy Notice. Remember that you can withdraw your consent anytime, for example by sending an e-mail at privacy@globallogic.com
    In order to apply and give GlobalLogic, a Hitachi Group Company your consent to process your personal data for the purpose of this recruitment process, press the “Apply” button below.
    Check this box if you want us to process your personal data also for future recruitment processes for other positions. More details on how we process your personal data and what are your rights can be found EU & UK Recruitment Privacy Notice. Remember that you can withdraw any consent anytime, for example by sending an e-mail at privacy@globallogic.com
    You can find more information about how GlobalLogic processes your personal data and what your rights are in the Recruitment Privacy Notice. If you are a California resident, more details on how we process your personal information can be found in the CCPA Recruitment Privacy Notice.
    You can find more information about how GlobalLogic processes your personal data and what your rights are in the Recruitment Privacy Notice.
    You can find more information about how GlobalLogic processes your personal data and what your rights are in the Recruitment Privacy Notice.
    You can find more information about how GlobalLogic processes your personal data and what your rights are in the Recruitment Privacy Notice.
    You can find more information about how GlobalLogic processes your personal data and what your rights are in the Recruitment Privacy Notice.
    You can find more information about how GlobalLogic processes your personal data and what your rights are in the Recruitment Privacy Notice.
    Recruitment for this and similar positions in GlobalLogic, a Hitachi Group Company is constantly open. In order to apply and give us your consent to process your personal data for the purpose of such recruitments press the "Apply" button below. Please note, that as we operate worldwide, your data may be transferred outside of Ukraine. We make sure it is done in a safe and transparent manner and provide you with the appropriate guarantees of non-interference in personal and family life. By applying for this position you also consent to such data transfers.

    More details on how we process your personal data and what are your rights can be found in Privacy Policy. Remember that you can withdraw your consent at anytime, for example by sending an e-mail at privacy@globallogic.com.