FNTS - IBM Power Business Development & Manager

This is an exciting opportunity to build and lead a portfolio of offerings and engagements for our clients. This leader will have management responsibility with a significant focus on business development and delivery of consulting/products/services to our clients. You will also manage engagement financials, client relationships and members while maintaining profitable growth year over year.

Our ideal candidate should possess domain experience in the field of IT deployment, cloud, and application modernization along with related delivery capabilities. You will be responsible for bringing solutions and thought leadership to our clients, work well in collaborative environments, be highly motivated by delivering excellent services to our clients and ensuring their satisfaction. Together we achieve meaningful results for our clients, invigorate the lives of our colleagues, and work to strengthen the communities we call home.

• Develops the consulting offering based on current organization capabilities and client demand.
• Provide leadership to a team of professionals – both direct reports and non-direct reports.
• Accountable for key outcome metrics, including revenue growth, profit growth, and total offering performance.
• Monitors weekly and quarterly sales and operational metrics.
• Maintain a deep understanding of market dynamics, develop robust business plans, and enable offering Go To Market (GTM) readiness.
• Influence the service offering roadmap to ensure market competitiveness and support customer needs.
• Articulates market dynamics to the organization. Gathers market requirements to support design and validation of offering and recommends differentiation strategy and value proposition.
• Collaborates with sales and marketing on GTM and channel enablement plans.
• Develops and executes client prospecting and sales programs.
• Builds learning programs and sales enablement assets (i.e., sales battle cards)
• Works with finance and pricing to analyze offering performance, gaps, and opportunities.
• Identifies and addresses weaknesses or GTM execution issues.
• Drives win/loss data collection and analysis.
• Develop a strong pipeline of opportunities within new and existing accounts within the portfolio.
• Be the driving factor in proposals and evolve solution offerings.
• Ensure success of engagements using delivery and vendor partners.
• Manage client satisfaction in partnership with account management teams.
• Apply delivery and customer management best practices.
• Apply best practices such as succession planning, member performance reviews, and finance management.
• Contribute to business strategy and budget planning.
• Manage profitability of engagements.

• Bachelor's Degree in Marketing, Computer Science, Business or related field AND 10+ years’ sales, engineering, and consulting experience in a managed services setting.
• OR Master's Degree in in Marketing, Computer Science, Business or related field
• Experience in relationship management with clients and/or business partners.

• Excellent communication skills, high degree of accountability, and willingness to take measured risks. Comfortable presenting to large and small audiences.
• Proven capability to deliver world class marketing content, including value proposition, evidence, blogs, whitepapers & presentations for identified scenarios, products/features and segments/audiences.
• Ability and passion to translate managed services and cloud concepts into a compelling story for customers that clearly articulates FNTS’s value and differentiation.
• Proven capability to develop strong working relationships with customers, senior executives, engineering teams, OEM’s, and sales partners.
• Strategic and creative thinker.
• Utilizes process to support development and maintenance of pipeline; prepares information for reporting to key stakeholders. Escalates to manager as needed.
• Driving high growth business, new product introduction with strong focus on establishing credibility in the market.
• Knowledge of, and/or use of, Cloud development tools, with a focus on administration, cost management, billing and invoicing, ecosystem development, and support.
• Researches technology, industry, and competitive trends, and works internally to understand how FNTS is positioned. Consolidates information into reports to present and share insights with their team.
• Supports and leads opportunities across sales stages. Supports deal process by tracking deal issues, supporting operational tasks, and escalating as appropriate. Contributes to materials and analyses, for executive reviews, etc.