Apply: Cloud Infra & Platform - Service Line Specialist

Service Line Specialist – Cloud Infra and Platforms – Cloud+

Geographical Coverage: Japan Base
Location: Tokyo

About Us 

We are one of the world's leading professional services companies, transforming clients' business, operating and technology models for the digital era. Our unique industry-based, consultative approach helps clients envision, build and run more innovative and efficient businesses. Headquartered in the U.S., is ranked 193 on the Fortune 500 and is consistently listed among the most admired companies in the world.
Our Digital Business unit is one of the highest growth businesses and a critical part of our business strategy.

Service Line Specialists (SLS) provide deep expertise in a Service Line Practice Area to support the Client Leadership Team to close new and expansion opportunities on accounts.
They are actively involved in growing the service line’s footprint and working with the Client Partners to engage clients with service line opportunities. In this role, the SLS will focus on Cloud Infra and platforms which covers these areas of our Digital Business & Technology (DB&T),
 Cloud, Infrastructure & Security Practice (CIS)
 AWS Business Group
 Microsoft Business Group
 GCP He or she will balance client/project responsibilities with business development and sales responsibilities including identifying, qualifying and closing new business opportunities within Cloud Infra and Platforms.

The position also requires working with and leveraging a top-notch client leadership team.
The individual will also be developing strategies and tactics for further penetrating the account in addition to cross selling our emerging services.
The SLS will collaborate with the Client Partners in achieving “trusted advisor” status and have a mix of strategic and tactical management experience.

Responsibilities

 Market Leadership:
o Lead and champion our Experience design led application offerings in market
o Collaborate across all of DB&T practices and offerings in AI, Data, IoT and Applications to ensure we grow share in world class digital innovation, mobile/web applications helping clients reinvent their businesses
o Achieve annual sales and revenue targets for Experience and Applications group in market
o Work closely with Client Partners and overall team to develop and execute client strategy
o Provide subject matter expertise to proposal development and overall solution.

 Relationship Management:
o Execute and manage the account plan within function/specialism in collaboration with the Client Partner
o Invest time in strengthening existing client relationships. Participates in reviews and provides educated and relevant perspectives.
o Client Relationship Management; engage with CXO, VP and Director level clients

 Business Development:
o Respond to and deliver on client requests; responds to RFP’s.
o Identify opportunities, makes proactive proposals to client in line with account strategy.
o Obtain appropriate approvals to pursue opportunities.
o Lead pursuits as a pursuit owner to close new and expansion opportunities related to their sales specialisms, working closely with Client Leadership Team.
o Engage the relevant internal our teams and service lines team for developing solutions.
o End to end account management including account forecasting, budgeting and operations.
o Create and present account pipeline ;

QBR presentations and executive status reports Skills & Experience Strong combination in the following:
 10+ years of experience in a senior-level consulting client-facing role or account manager leadership role with good knowledge and prior experience and a strong track record in selling in the following areas of Cloud:
o CIS – Cloud/Infrastructure/ITO – deep experience across a mix of cloud technologies (AWS, Azure, GCP, hybrid, ServiceNow) and/or technology infrastructure models (workplace/EUC, data center, managed services, service /asset management)
o CIS – Cybersecurity – specific experience and certifications in cyber security disciplines and capabilities
o AWS – experience selling AWS-based (or IaaS) solutions, preferably large deals. Relationship with AWS alliance executives.
o Microsoft – experience selling Microsoft Azure-based (or IaaS) solutions, preferably large deals. Relationship with Microsoft alliance executives.

 Understanding drivers and enablers of digital transformation within companies, eg, data, Applications, Cloud
 Recent experience working for IT professional services or management consulting firm(s)
 Recent experience managing global service delivery model(s)
 Excellent problem solving, business communication (written & oral), and client management skills are essential
 Ability to build client relationships; strengthening partnerships by focusing on exceptional client experience, risk management and value realization built on the foundation of our leadership capabilities
 Experience developing opportunity pipelines, qualifying high priority deals, and winning new business in line with agreed targets
 Experience closing sales with a specific emphasis on growing sales. Specifically, win new deals in customer account per pre-agreed targets.
 Proven leadership qualities such as conflict/issue resolution, strategic and critical thinking and ownership, particularly with highly diverse teams
 Ability to work collaboratively in a virtual and highly matrixed environment