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Head of Advisory Services - Managed Services

Head of Advisory Services – Managed Services

 

NTT DATA Business Solutions -

 

NTT DATA Business Solutions Group is part of the NTT DATA Corporate Group a top 10 global IT services provider, headquartered in Tokyo, operating in more than 50 countries. We combine a global reach with local intimacy to provide premier professional SAP services from deep industry expertise consulting to applied innovations in digital, cloud, automation, and system development to business IT outsourcing.

As a global SAP Platinum Partner, NTT DATA Business Solutions Group leverages its global expertise to deliver quality outcomes whether you are a multi-national or operate in a single country. With over 12,000 SAP experts across 30 countries, we have the capability and reach to help you solve real problems and seize the next opportunity for growth around your SAP strategy and operations.

Our global award winning SAP practice, differentiated by innovation is the undisputed leader in SAP S/4HANA. With about 500 SAP HANA clients and more than 300 SAP S/4HANA clients.

Our clients trust our deep experience and proven approaches - all around the world.

 

POSITION DESCRIPTION OVERVIEW

 

A fundamental part of our growth strategy is to accelerate the development and expansion of our managed service business. As we continue to grow we need to invest and further extend our capabilities and services to both attract new customers in both the upper mid-market & lower enterprise space and to better serve our existing customers demand and requirements.

 

As such we now wish to appoint a senior role to be responsible for the future business development of this important line of business. In summary this key appointment will be responsible for management and co-ordination of the three key business development functions

 

 

1.       ‘Go-to Market’ (GTM) strategy and approach

Consulting and collaborating with both key stakeholders, our sales teams and our Global Managed Services team, will be directly responsible for leading, defining and agreeing our MS GTM strategy (targeting both upper mid-Market and the lower large Enterprise market spaces) with our service portfolio and propositions to include ‘Fit4Future’ advisory services, service packages, innovations, service assets and ‘Run Better’ packages

2.       Pre-Sales support and service design

Working closely with the sales functions and managed services business, responsible for the management, co-ordination and oversight for the preparation and delivery of all Managed Service sales support including RFP responses, proposal preparation, service design, service estimates, commercial governance,  client engagement and client presentations throughout the sales lifecycle. 

3.       Advisory Services

Design and provision of a portfolio of advisory services that seek to help our customer reduce the cost of IT operations with TCO reduction strategies, validated road maps, centre of excellence design and supporting implementation strategies. It is expected that Advisory services becomes a new line of revenue for 2023.

 

Responsibilities and Expectations

 1       Consulting with key stakeholders and MS group functions, will be directly responsible for leading, defining and agreeing our MS GTM strategy, service portfolio and propositions to include advisory services, service packages, innovations and service assets

2        Working with the marketing and sales teams assist in promoting managed service capability and propositions by provision of digital content, thought leadership, campaign support, social media engagement, events, webinars and the development of customer advocacy

3        Contribute to deal competitor analysis and development of win strategies

4        Working closely with the sales functions and managed services business, responsible for the management, co-ordination and oversight for the preparation and delivery of all Managed Service sales support including;

 

  • Preparation of high-quality RFP responses
  • Preparation of compelling proposal MS proposals
  • Engaging with client to define and establish requirements and outcome
  •  Comprehensive and innovative service design that balances fulfilling client requirements, optimising cost of ownership and delivering value within the scope of our service portfolio and client budget.
  • Preparing commercially viable service estimates that balance and optimise global, local and group resourcing to ensure competitiveness and profitability are optimised.
  •  Presenting the solution approach and methods to client stakeholder groups
  •  High quality client engagement and client presentations throughout the sales lifecycle.
  • Supporting the development of deal specific pricing and commercial strategies and commercial (client) dialogue
  • Working with the MS delivery directors draft the solution elements of contracts and participate in commercial negotiation

 

5        Acting as Bid QA manager to ensure governance on managed service bid and proposals to include;

  • Ensuring that all estimates, costs, and service provisions are validated by MS team
  • Ensuring proposals are subject to NDBS approval framework

 

6        Handover to MS delivery teams for and support service implementation, service transition and service introduction activities

7        Build and maintain strong working relationships with colleagues within our MS teams, delivery centres and contribute to the development of the broader NDBS solution Global MS community

8        Development and delivery of our ‘Fit4Future’ advisory services that can be delivered to our customers and prospects through our customer success framework to include;

 

  • Services focused on optimising ‘run’ and ‘operate’ costs.
  • Services to advise on setting up COE’s best on best practice and targetting lowest cost of ownership.
  • Charging for such services where viable.

9       

Working and collaborating with the MS Team managers, identify ‘Run Better’ service packages and innovations that can designed and delivered to our customers.

 

PERSONAL PROFILE – SKILLS AND COMPETENCIES

Core Skills & Competencies

 

  • Ideally ITIL v3 certified and knowledgeable of v4
  • Excellent knowledge of SAP architecture, support models, service models and general SAP ecosystem.
  • Experience and knowledge of Service Introduction, Service Delivery and Service Management including;

 

1.       Competency in Service architecture and design approaches

2.       Infrastructure and Application Managed Service delivery approaches

3.       Competency in Service Management and Delivery Management

4.       Significant and demonstrable experience of working with Global delivery models including onshore, near-shore and offshore.

5.       Demonstrable experience in managing service, financial, quality, risk, and knowledge management methods

 

 

Soft Skills

 

  • Must have excellent presales soft skills: excellent facilitation, presentation & personal communication skill sets
  • Ability to build strong relationships at all levels within Customer & Prospects
  • Ability to operate at a senior level within NDBS effectively liaising, influencing, and communicating at both director and exec level across all functions of the business.
  • Possess a high level of motivation and ability to work in a dynamic and challenging environment with a high level of self sufficiency
  • Possess a strong commercial acumen and be capable of a taken a value-based approach to selling leveraging NDBS assets, resources, capabilities, and solutions.
  • Be able to confidently facilitate workshops and design thinking sessions to drive innovation and value for both customer and prospects.
  • Excellent English language skills both written and verbal.
  • Demonstrate a structured and professional approach to written and oral communication and presentation

 

GENERAL

 

  • You will be expected to follow relevant policies, procedures and work instructions, and report to the appropriate superior if objectives cannot be met or a problem occurs, the resolution of which is outside the scope of your authority.

 

  • The jobholder is empowered with the necessary authority to make decisions appropriate to the execution of the responsibilities and tasks outlined. The above Job Description does not limit the employee in executing their job in concurrence with his main area of responsibility or other relevant jobs that they may be required to do.

 

  • NTT DATA is an equal opportunities employer. Please advise us should you require special arrangements for the interview process.

 

  • You must be eligible to work in the UK and prepared to undergo high level security clearance.

 

 

 

Become part of a Global Company with a history of success and ambitious plans for the future. Please apply by creating your Candidate Profile and attaching your application documents

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Home, GB London, GB, EC4A 3DW

Jan 24, 2023

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