Sales Support

• ▪ Contribute to Account Mining & Penetration efforts with active participation in customer planning process, including strategic planning phase vs execution phase.

• ▪ Drive RFP Response & Improving Quality of Response (more business value focused), structures solutions in terms of scoping, effort.

• ▪ Work with SME groups across domains/products to provide a complete end to end solution, including estimates and definition of critical factors, assumptions, and risks.

• ▪ Contribute to transformational and consulting deals vs staff augmentation.

• ▪ Drive oral presentations to the customers in area of domain/product expertise.

• ▪ Support revenue generation and be considered a FINDER.

• Market Scan and Brand Building.

• ▪ Bring working knowledge of customer business domain and/or product within a specific industry vertical/domain.

• ▪ Conduct secondary research on domain/industry specific solutions.

• ▪ Bring an understanding of competitive landscape.

• Identify key trends and forecasts in the given area of domain/industry.

• ▪ Prepare collateral, publications, technology papers etc for distribution.

• ▪ Work with account teams to develop and deliver new logos.

• Opportunity Identification.

• ▪ Work on opportunity identification, prioritization and input to the qualification process.

• ▪ Contribute to GTM activities with partners, vendors, industry analysts etc through active mindshare gain Webinars, White papers, speaking events etc.

• Knowledge Management.

• ▪ Contribute to TL, Design, PoVs, tools, templates, case studies etc artifacts into the knowledge management repository.

• ▪ Ensure all engagement artifacts are stored on knowledge repositories.

• Conduct quality review of KM artifacts prior to posting.

• Requirement Gathering and Gap Analysis.

• ▪ 'Lead Requirement Gathering Workshops.

• ▪ Lead FitGap exercise and come up with the FitGap document.

• ▪ Come up with high level solution for identified gaps.

• ▪ Present FitGap Assessment of a process area based on his/her area of expertise.

• Project Support.

• ▪ Active involvement and ownership of The Requirements and Solution.

• ▪ Design Phase of small to medium sized delivery engagements.

• ▪ Creating business blueprint for small to medium sized engagements.

• ▪ Identifying gaps and recommending development/process changes.

• ▪ Validate system configuration design, creation of test scenarios, migration plans.

• ▪ Provide engagement oversight in areas of specialization as and when called upon.

• ▪ Monitor AVM SLAs, address ticket resolution escalations, and drive bestinclass process adaptation.

• ▪ Client Expectation Management.

• ▪ Deliver and measure value pre, during, & post delivery engagements.

• ▪ Ensure client satisfaction.

• ▪ Help customers execute organizational change programs.

• ▪ Develop quality deliverables with focus on qualitative and quantitative business case, value props, roadmap, ROI analysis etc.

• Client Management/Relationship Management.

• ▪ Support brand building activities.

• ▪ Proactively develop relationships with functional owners from the business in a process area.

• ▪ Navigate client's organization to identify the right sponsors for a given solution.

• ▪ Support Expectation Management, Client Satisfaction Management, and Risk Management.

• ▪ Deliver and measure value pre, during, and post engagement and communicate to stakeholders.

• People Management.

• ▪ Active participation in recruitment activities identify and hire.

• ▪ Coaching & Mentoring functional leads.

• ▪ Conducting midyear and YEA feedback sessions.

• ▪ Goal and expectation setting for new and existing resources.

• ▪ Motivate through rewards and recognition, organize team events/initiatives.

• ▪ Conduct Performance Management Reviews.

• ▪ Demonstrate understanding and skillful handling of people issues.

• ▪ Identify skill gaps and create training courses around domain/product areas.

• ▪ Work with the Academy to plan the training calendar.

• Business Planning.