IMU Global Song Digital DIS Manager

IMU Global Song Digital DIS Manager

Job Title – Global Song - Solution Architecture – DIS Sales Ops – Manager

Management Level: 07 – Manager   

Location: Bangalore

Must have skills: Digital Inside Sales, Sales Operations

Good to have skills: Proposal building experience/Sales experience in DIS/Sales Operations and/or analytics

Job Summary:
The DIS & Sales Ops Value Architect focuses on building quantified business value cases that Identify the value proposition that we as ACN can deliver to a current client/prospect using our DIS & Sales Ops offering and the levers/services that we can deliver them through.

Responsibilities:
Responsible for building a quantified value proposition outlining the expected benefits that we can drive for a client (i.e. Revenue Increase, Cost Reductions, Customer/Partner experience increase etc..) given the client maturity, performance of peers in the industry and industry specific trends

• Responsible for build, enhancement & maintenance of the framework & toolkits/simulators needed to build business cases
• Responsible for build, enhancement & maintenance of the framework & toolkits/simulators needed to build business cases
• Responsible for driving pursuit team/ deal team/client buy in into the value proposition and subsequent inclusion into the client response decks/evolution into outcome-based deals
• Responsible for managing a small team of value architects and help them deliver innovative business cases/ensure client buy-in
• Responsible for working with the pursuit team to assess the maturity of a client (w.r.t. 12-15 key metrics such as Funnel Conversion Rates, Renewal Rate, Processing Times, First Time Right etc..) through client inputs & secondary research
• Responsible for upkeep & refinement of industry benchmarks against the 30-45 metrics to help assess the maturity of prospects & identify improvements that we can help drive
• Responsible for working with SMEs to refine the value proposition based on ACN experience of having driven it across clients with similar maturity within the same industry
• Responsible for innovating on the approach/process to build value propositions to clients

Professional & Technical Skills:

• Total 8-12 years of experience in DIS or Sales Ops offering areas, with understanding of various business problems that client organizations face while executing various sales motions
• Experience in driving business transformation projects to deliver improvements via various levers.
• Understanding of various tools/technology platforms that are used in DIS & Sales Ops and prior hands-on experience in working with some of them
• Understanding of industry specific challenges and ability to customize approaches/value proposition in accordance with them
• Prior experience in building business value cases/proposals to highlight the Business Outcome improvements that can be driven
• Quantitative skillsets – Working knowledge of Excel/Power Point is a must