Position Details:
Primary role is to work with sales teams across multiple regions in North America to drive and support traditional managed service pursuits, building out additional services that drives transformation to help customers shift to Digital Services. Support and build pipeline in designated regions, win new contracts and grow the regions managed services business. This work will also include business development support to develop the required pipeline to ensure growth targets are met.
Secondary functions include provide oversight and coaching/guidance for transition to global managed services contracts, support commercial contract management and managed services business improvement, where required. Providing effective internal leadership and working across our functions and regional teams to bring together and leverage our assets into winning CSG solutions (combination of technical, services, commercial, legal/HR).
Lead the solution design on managed services opportunities in North Americas, working across all key stakeholders, sales, presales, RMDM (Revenue Management Digital Monetization), Payments and CCM Strategic Solution Units, operations, security, legal, finance, 3rd parties and other functions engaged in the process. Provide solution design leadership and thought leadership around MS services and solutions for projects ‘in-life’, as required.
Help develop strong partnership between internal groups for our clients. Candidate comes with a wealth of experience and expertise from having sold, built, implemented and run large scale managed services & outsourcing contracts and/or Digital BSS / SaaS experience. Hence the role holder will also help position CSG at senior level with customers and partners as the right partner for them to succeed with in Managed Services & Digital BSS / SaaS. May also be required to support pursuits outside the North Americas region (right skills, at the right time on the right opportunity concept). May also be required to participate and/or lead on other key strategic programs on behalf of the Global Managed Services team.
English is essential and Spanish & Portuguese speaking skills a plus in covering the territory. Strong business development, pursuit, and sales leadership experience are very important.
Essential Job Functions & Responsibilities
- Lead on solution design for MS deals
- Digital transformation experience
- Bring together services, technical, commercial and legal/HR solutions inside CSG and with our partners
- Drive due diligence on opportunities requiring CSG to take over existing applications, people and processes
- Drive MS solutions for CSG and third party solutions and services
- Solution design that model metrics and volumes to drive overall deal commercials
- Leverage understanding of technology and service attributes to build appropriate and cost effective service offerings that support profitable MS services.
- Understanding of BSS end to end process (and how to implement business change upon them).
- Write clear business proposals and presentations
- Ability to model commercial and business improvements.
- Work independently to develop client ready materials to support business propositions.
- Develop service Levels and commercial T&Cs
- Conduct due diligence on deal opportunities and develop operational service plans
- Support MS presales & sales activity where required
- Support development of MS solutions and value propositions
- Responsible for designing end to end service models for MS
- Support build and implementation for CSG’s Service Management model for MS
- Help design and implement required business processes to build, implement and operate MS projects
- Provide consulting input to projects (where required)
- Develop and implement best practices and methodologies for MS
- Provide program and project management skills where required
- Provide oversight for projects in-life and support Service management organisation as required
Minimum Requirements:
- Proven track record (10+ years) in the field of IT solution design delivery and operations in the BSS Communications industry
- Significant experience from MS solution
- A track record of delivering large BSS Digital transformation programs (CRM, Billing, ERP, etc) from inception, ideally in the Telecoms industry.
- Proven ability to work in matrix across functional groups to bring together key assets to develop winning solutions
- Extensive market knowledge of communications and managed services
- Expert level understanding and anticipation of the client's needs and an in-depth understanding of client facing software delivery life cycle (SDLC) management as well as the Service Management life cycle at program level
- Experienced in working with Systems Integrator and multiple vendors essential
- Ability to orchestrate & make things happen in complex big company environments (matrix management)
- Ability to balance driving complex initiatives hard at the same time as creating broader buy-in and consensus
- Sophisticated communication skills to influence and gain cooperation with customers and team members.
- Requires highly developed team leadership skills with ability to lead large groups
- More than ten years project/program management experience in managing large implementation/software development projects, within a professional services or consulting environment
Education
Bachelor’s degree (B.A.) or equivalent experience
Person specification:
- Expectation and willingness to travel frequently across the regions
- Confident communicator with ability to command respect
- Demonstrate initiative, drive and proactive attitude;
- Exceptional ability to encourage and influence others;
- Strong sense of ownership and responsibility;
- Conscientiousness and attention to detail;
- Extensive experience of designing, building, and managing large BSS service solutions worldwide
- Technology, SI & Consulting background in senior roles
- Ability to balance driving complex initiatives across multiple domains and geographies
- Demonstrable ability to creating broader organisational buy-in and consensus around key initiatives