ENTERPRISE ARCHITECTURE - FSI

This is a pivotal new role envisioned in NTT Data Inc, which is formed by integrating operating companies within NTT Group to create a global full-stack services company with a range of business and technology services. The broad intent is to take a carefully curated portfolio in targeted verticals to top clients picked discerningly based on propensity for our portfolio. We will deploy a world-class go-to-market field force in such clients; and we are now making a step-change our capacity by inducting senior enterprise architecture professionals with expertise in targeted industry verticals and horizontal competencies. One such key role is of APAC DIRECTOR – FSI ENTERPRISE ARCHITECTURE, who will engage our clients in the financial services vertical to baseline their landscape, understand their pains and aspirations, and propose solutions that address them. The sections below provide more details of the attributes expected in this role.

DETAILED ROLES & RESPONSIBILITIES

Support the client manager in five areas – Account Planning, Opportunity Seeding, Opportunity Strategy & Execution, Portfolio Ideation, and In-Contract Innovation Strategy.

• Account Planning in this important sales activity the EA may support the CM by doing the groundwork to understand the client’s current enterprise-wide landscape, their pains and ambitions, and identify the NTT Data Inc solutions that can be of potential value to the clients.
• Opportunity Seeding is the logical next step where the EA may support the CM in client presentations and workshops to create client awareness and interest in our portfolio offers identified in the account plan, which results in qualified opportunities. 
• Opportunity Strategy & Execution requires the EA to play a key role in stitching a multi-domain solution with solution and technical architects from many NTT Data Inc service divisions. The EA optimizes the value and costing to balance the outcomes desired by the client, which is the key for winning deals.
• Portfolio Ideation – EA are best positioned to share the needs and wants of clients with the service divisions to trigger portfolio enhancements, and related value propositions of our offers, which are powered by leading edge technologies of the time. Must also know the competition capabilities, to benchmark our services, and stay on the leading edge.
• In-Contract Innovation Strategy is important for curating large client installed bases by demonstrating NTT Data Inc ability to bring innovation into ongoing delivery. The EA assigned to the client plays a key role in defining the innovation strategy.

It is important to track the above leading activities, as well as the lagging indicator of bookings growth which is attributable to the efforts and outcomes from the leading above activities. The APAC DIRECTOR – FSI ENTERPRISE ARCHITECTURE will be responsible for line-of-sight bookings KPI.

DELIVERABLES

Support the client managers by producing high quality and timely deliverables.

• Document Client Insights – business and IT landscape, pains & ambitions.
• Account Plan – contribute the business and technical aspects of the plan.
• Solution Value Proposition – articulate value - how solution addresses pains and ambitions.
• Facilitated Client Workshops – workshop deliverable document.
• Multi-domain Solutioning – stitch the full solution.
• Opportunity Strategy – contribute to opportunity plan on solution and value.
• Cost-Value Optimization – ensure that value and cost are as per client’s needs.
• In-Contract Innovation – IT/digital strategy documentation.
• Bookings KPI – the above must result in line of sight bookings metrics and targets, attributable to the efforts and outcomes of the above deliverables.

KNOWLEDGE & SKILLS

• Expertise (or appreciation) of industry value chain, client pains & ambitions, and industry best business and IT practices relevant for their client. 
• Sensing market trends – industry business practices and leading-edge technology practices – sift between hype and real trends that move the needle for their client.
• Be a disciple of the NTT Data Inc portfolio and know how to position its value and differentiators; and work with service divisions on keeping the portfolio competitive.
• Use of frameworks like TOGAF, Zachmann Framework or DoDAF and modelling tools, to define the enterprise architecture that addresses clients pains and realizes their ambitions.
• Conduct workshops with client’s C-suite and line of business executives, to understand their vexing issues, and investigate approaches for mitigating them.
• Convert client’s business and technology needs and wants into high level architecture; orchestrate specialized domain architects to optimize the total solution for value and cost.
• Value proposition frameworks to highlight the business value and outcome of our offers.
• Deep understanding of commercial concepts to be able to work towards a target cost and price in solutions, and the right model – CapEx, OpEx, PAYG.
• Ability to create world class proposals for the client, with solutions that address the client’s needs and wants, and ability to present the value, differentiation and a compelling case.

QUALIFICATIONS & EXPERIENCE

• Bachelor’s degree in engineering, computer science or any technology discipline.
• Prefer a master’s in business management or executive management programs in business.
• Total experience of 15+ years, and 5+ years specializing in enterprise architecture.
• Experience in FSI industry - banking, insurance; and financial services, with exposure to.
  • Best practices and business models like BIAN in banking. 
  • Applications and data & analytics - Core Banking, Payments, AML/Compliance, etc.
• Exposure to IT infrastructure best practices such as SDx, Cloud, DevOps, Agile, ITSM, etc.
• Worked across the sales lifecycle from inception to conclusion.
  • account planning
  • business development
  • opportunity planning
  • opportunity execution
• Excellent verbal communication, presentation, facilitation and interpersonal.
• Demonstrated ability to think strategically and solve complex problems.
• Evidence of engaging the C-suite in clients, strategic partners and internally. 
• Experience in orchestrating technical architects to optimize value-cost of solutions.
• Excellent communication, negotiation, conflict management and interpersonal skills.