PURPOSE
This position is responsible for providing leadership direction and management of a Consulting practice/Function, achieving the strategic financial and client satisfaction objectives set for the function.
Primary responsibilities include business development revenue and overlay P&L management client satisfaction team development consulting offering design and implementation.
KEY RESPONSIBILITIES
- Lead the development and execution of a strategy for the Consulting function in line with SITA's strategy
- Develop the consulting portfolio with:
- An industry best practice methodology tailored to ATI requirements
- A rigorous and structured approach to identify and solve client business problems
- An effective selection and management of third party suppliers and partners
- Pull-through generation for SITA products and services
- Drive the consulting business development in collaboration with other internal and external partners (Sales BU Regions product management product marketing others):
- Identify key services development opportunities and support their execution
- Establish & implement an effective go to market strategy for consulting portfolio
- Develop new opportunities with existing and prospective new clients
- Gain closure on consulting sales through effective positioning of offerings directly with customers and through the indirect influence of SRM teams
- Support delivery of client work as required
- Execute global & regional initiatives aligned with business and sales strategy
- Provide overall leadership and direction for Consulting practice:
- Provide thought leadership in ATI and Technical Consulting fields providing strategic thinking to enhance new and existing SITA solutions
- Ensure the Consulting practice elevates and broadens client relationships
- Coordinate overall staffing plans team building mentoring and continuous development across regions solution lines and central consulting practices
- Leads best practice recruiting community building and retention strategies
- Ensure consulting engagements meet the highest quality standard
- Lead key client Consulting Engagements
- Responsible for an overlay consulting P&L and revenue achievement across all SITA consulting activities (10-15 M$ range in 2010) reports measurements & metrics status reports and operations reviews
- Directly accountable for staff and expense budgets for the central consulting practice.
EXPERIENCE
- 15+ years experience with 10 years consulting experience in relevant industry and a minimum of 5 years experience in leadership roles
- Track records in complex consulting engagements sales and delivery
- Strong change management experience in a complex environment
- Successful experience in developing new consulting offerings
- Track record in leading a team of highly skilled professionals
- Demonstrated experience in consultative selling and client interactions involving pre-sales contract negotiation and problem resolution.
KNOWLEDGE & SKILLS
- Deep understanding of the current industry dynamics and trends including strategy and operations
- Ability to drive rigorous fact-based appraisal of industry performance drivers and competitive dynamics
- Self sufficient
- Engagement/economics management
- Business process understanding and documentation
- Excellent Business planning and management skills
- Demonstrated ability to build high performing teams
- Exceptional team building / mentoring skills
- Possess a strong command of the technology and business process environment
- Strong presentation skill required to present to C level employees internally and externally
- Advanced knowledge of SITA products and technologies and ability to appropriately apply to assist SITA and our customer in achieving business goals
- Ability to build credibility and strengthen the relationship with the sales team sales management product management and clients
- Strong executive presence and customer building / influencing skills
- Ability to apply innovative as well as established analytical tools to device a clearly articulated strategy and business value
- Deep business unit commercial and/ or brand strategy experience
- Expert knowledge of Communication and Information Systems
PROFESSION COMPETENCIES
- Business Acumen
- Business Development
- Consulting Process & Methods
- Financial Acumen
- Supplier Relationship Management
CORE COMPETENCIES
- Adhering to Principles & Values
- Communication
- Creating & Innovating
- Customer Focus
- Developing Talent
- Impact & Influence
- Leading Execution
- Managing Performance
- Results Orientation
- Strategic & Commercial Thinking
- Teamwork
- Visionary Thinking & Leading Change
EDUCATION & QUALIFICATIONS
- MBA/accreditations or equivalent - Consultancy accreditations preferred (e.g. Diploma in Management Consultancy offered by Institute of Business Consulting and the Chartered Management Institute)- Project Management qualification preferred