Advisor Relations

POSITION SUMMARY

Responsible for building and managing relationships with third-party advisors and other influencers by leading in the creation, development and qualification of the outsourcing deal pipeline. Focus on business development with key sourcing advisors and their firms to drive relationship development in the long-term and maximize sales opportunities in the short/mid-term. Facilitate strong performance of the LTIMindtree bid team through effective advisory backchannel during the entire pursuit lifecycle. Also, periodically must be able to assist and lead in the development of strategy and assessments, pursuit management, project plans, vendor selections, financial modeling, contract creation, contract negotiations, governance activities specifically related to application development and maintenance services and post selection implementation, management and administrative actions.

PRINCIPAL DUTIES AND RESPONSIBILITIES

1. Develop and execute a regional advisor influence program that effectively positions LTIMindtree capabilities with the advisory firms, facilitates deal invites and tracks successful closures;
2. Gather early market intelligence of sourcing transactions coming to market, work closely with the appropriate sales leadership to create a pre-pipeline plan to position LTIMindtree with the potential client;
3. Understand LTIMindtree’s services portfolio and effectively facilitate communication of LTIMindtree’s value proposition and differentiators to sourcing advisors and outsourcing law firms;
4. Conduct briefings, facilitate invitations between key advisory personnel and the appropriate LTIMindtree leaders;
5. Establish back-channel with the right person(s) in the advisory firm to ensure LTIMindtree’s pursuit team receives coaching during an advised pursuit;
6. Create a sustainable pipeline of well-qualified new business outsourcing opportunities (TCV >$20M);
7. Train the pursuit team on the advisory firm’s sourcing process and coach them on how to maximize performance on client-facing interactions (e.g., ISG’s CAS sessions);
8. Work closely with LTIMindtree’s pursuit team to help shape bid responses for advised deals;
9. Work with LTIMindtree exec leadership and business unit personnel to identify opportunities to introduce advisors to clients and prospects;
10. Lead/participate in marketing/hospitality events with advisors;
11. Identify and create the business case to purchase advisor products and services, as appropriate;
12. Leverage analysis tools (like Datamonitor) to identify key engagements facing renewal in order to begin influencing the rebid decision process;
13. Support relationship building activities with key vendor partners and alliance members, as needed.

QUALIFICATIONS

1. Extensive knowledge of the IT outsourcing market – North America (Global experience is a plus but not essential)
2. Established relationships with key local executives at leading sourcing advisory and legal firms including but not limited to ISG, Avasant, Wavestone, West Monroe Partners, KPMG, Deloitte.
3. Business development and sales experience including prospecting, lead qualification, proposal writing, sales calls and sales support.
4. Delivery management experience, including managing teams at all project phases, successful client relationship management and multi-project oversight is a plus.
5. Ability to comprehensively absorb and integrate LTIMindtree’s services and offerings to educate and influence advisors and potential clients
6. Ability to do both strategic assessment and transactional consulting at senior levels.
7. In-depth understanding of the full sourcing lifecycle
8. Experience with a large IT outsourcer / business solutions organization
9. Experience developing new account opportunities including deal analysis and structuring
10. In-depth experience in business development, sales or customer management
11. Prior experience in sourcing consulting with a large strategy/IT sourcing advisor, or prior experience working as a senior influencer relationship manager in a large global IT services company, is highly desirable
12. Strong presentation, verbal and written communication skills with the ability to articulate complex ideas in easy to understand business terms to all levels of management including senior leaders (external and internal)
13. Self-directed, independent thinker, with the ability to thrive in an environment of ambiguity
14. Requires a Bachelor’s degree and 10+ years of related experience, or equivalent combination of experience and education.
15. Good problem solving, organizational, and analytical skills are also required, with the leadership ability to change thinking or gain acceptance in sensitive situations.

EDUCATION:

1. Bachelor’s Degree
2. MBA/MS or other advance degree(s) desirable but not essential

TRAVEL

Ability to travel as required (approx. 30-40%)

COMPUTER SKILLS

Demonstrates working knowledge with business software applications and tools, including: Microsoft Word, Excel, PowerPoint, and MS-Outlook.