P3Hired

Senior Director, Industry Leader - Banking, Financial Services, or Insurance (REMOTE)

Job Locations US
Posted Date 2 months ago(10/7/2022 2:17 PM)
ID
2022-1319
# of Openings
1
Category
Sales

Overview

3PillarGlobal is looking for a BFSI Industry expert to create and operationalize an industry strategy across a portfolio of accounts, building successful long term client partnerships by championing exceptional product teams, understanding client challenges, and providing opportunities for expanded partnership to help our client strategic product initiatives succeed. A successful candidate will have strong leadership experience and relationships in the Banking, Financial Services, or Insurance industry, with a deep background in the strategies, challenges, clients, and trends in the industry. You will lead a team of Engagement Leaders with the mission to drive revenue growth and margin expansion in your portfolio, plus work closely with the sales organization to drive new client acquisition and win new business. You will drive your team to be results oriented with a laser focus on client satisfaction, business outcomes, and relationships. You will be responsible for growth of your assigned accounts, and equipping and driving results through your team to drive delivery and expand our business with existing senior stakeholders (including C-level) and economic buyers.

 

About 3Pillar Global:

We are a global product development services company. We drive innovation and disruption for our customers. We are a catalyst for growth in the digital economy, building software products for clients like Carfax, PBS, Capital One, National Geographic and many others. We are in the business of producing measurable results for our clients by driving and sustaining product development partnerships that deliver revenue-generating and industry-changing products to market. We believe that to achieve long-term client success, we must help our clients innovate to remain leaders in their markets; that adaptive and agile are better than rigid detailed specifications; that fast is better than slow; that results speak for themselves. We are open and collaborative. We help one another. We work hard and play hard. We are not just engaged at work; we are engaged in the world.

Responsibilities

  • Develop Go-To-Market Strategy: Go-To-Market Strategy for the Industry portfolio should be derived from Corporate Strategy, aligned with Commercial Strategy and specific to the segment for which that Portfolio is defined. It is expected that Go-To-Market Strategy will continually evolve in order to keep pace with the market and should be refreshed no less than twice per year.
  • Manage Client Relationships: You manage key relationships and seek to maximize the value exchange between the client and our business. It is expected the clients receive a premium, white glove, experience and the company benefits from a deep, trusted relationship with the client.
  • Provide Industry Thought Leadership: Each industry portfolio is tasked with representing 3Pillar to its target market. As such, you and your team should develop a thought leadership presence within the sector it is assigned. You are the liaison between the industry and all of the parts of our business and you represent that perspective internally to advocate for your clients. You are a key interface into marketing, finance, operations, business development, offering development, legal, talent and delivery.
  • Build Your Team: Each Industry Leader is responsible for building and leading a highly engaged team capable of achieving Portfolio objectives. The Industry Leader leverages standards and tools published by the organization, in order to ensure consistency across the organization.
  • Portfolio Alignment: Industry Leaders typically manage a portfolio that includes Enterprise and Growth Accounts, manage >$30M in revenue and are responsible for achieving a growth rate >= 20%. You are local to the client and meet in person with the client frequently. You will be asked to mentor Engagement Leaders and Delivery Leaders, and play a role in key pursuit activities with potential new clients. Reporting to the Head of Client Services, you will be measured on revenue growth, opportunity pipeline, client satisfaction (NPS), client success (APLM/APIx), Contribution Margin, and are able to understand and support business outcomes (CIS) in your assigned accounts. Your primary focus is existing economic buyers within the account and also may work with a Sales Executive to identify new economic buyers within your account. Client margin growth will drive your variable compensation plan.
  • Engagement Leadership: You own the overall client account relationship and are responsible for managing delivery of the business outcome, revenue, and margin our team is delivering against. You have an overarching view of all engagements and you will serve as the “glue” that aligns and connects the dots internally within 3Pillar and in support of our clients re: the value that 3Pillar Global teams are delivering, and ensuring aligned expectations. You will serve as a point of escalation for issues and challenges within product teams and/or with the client. You are responsible for the delivery teams in the account, ensuring they have what they need to be successful with the right skills and resources, and coordinating the efforts of our delivery leaders that you manage as part of the engagement. You are expected to have ~50% of your time billable across your clients as oversight and coordination of the delivery teams and maintaining alignment with the clients business.
  • Trusted Advisor: You will build strong executive-level relationships with our clients, and liaise between client and 3Pillar Global teams to drive product success. You play a critical role in identifying opportunities and removing roadblocks to ensure our product solutions drive business results. You are responsible for providing insight to clients about how we can help them improve their business outcomes. You should possess a deep knowledge of Agile project management best practices and how to apply them in an effective and pragmatic way across large, complex engagements and organizations. Additionally, you should understand cloud technology and services including infrastructure, business applications, data management, security, application platforms, and consumer-facing technology. You are familiar and have experience managing Secure Continuous Integration and Deployment pipelines in a variety of Cloud contexts. You are sought after by customers to provide valuable, strategic input related to scale, enterprise Agile, Program and Product Management.
  • Solution Strategy: You will collaborate with Sales Executives (when engaged) who are ultimately responsible to lead the pursuit team through the sales process. You will lead solution and proposal development for new client pursuits, and existing clients within your client portfolio. You must be skilled at client discovery and structure pursuit teams to build successful proposals and deliver on business outcomes. You will create statements of work and be responsible for their successful execution. You are responsible for clearly articulating the business outcome our team will drive and, articulating the strategy of our solution, and measuring the business and technical impacts of our work to demonstrate value to the client. You drive the delivery teams to distill artifacts from our work to create marketing deliverables.
  • Client Satisfaction: You will be responsible for ensuring that client relationships start strong and stay strong. You will drive onboarding new clients, lead the kickoff of new engagements, identify key client stakeholders and ensure strong communication rituals are put in place.
  • Account Management: As the lead client liaison on critical accounts, you will strive to build and maintain strong relationships with our clients. Using well developed leadership, negotiation, and influencing skills, you will provide clear direction to 3Pillar product teams re: client needs, and also advocate and support client viewpoints within the engagement. You will be responsible for leading and managing the governance process within the account, including account planning, executive sponsorship programs, quarterly business reviews, and stakeholder management.
  • Client Growth: Grow client relationships with existing economic buyers, identify and advocate for new high impact opportunities that will create greater business impact for the company. You will ensure that pursuits are viable and recommendations align with 3Pillar capabilities, as well as prepare proposals that provide alignment with client needs. You will grow your portfolio commensurate with market expectations, typically a minimum of 20-25% year over year for average accounts.
  • Ensure Data Hygiene: You are responsible for the data hygiene of your assigned accounts related but not limited to, account plans, account strategy, pipeline activity, qualification, revenue forecast accuracy, invoicing, accounts receivable, collections, client satisfaction scores, governance process documents, etc.

Key Competencies and Skills:

  • Build and maintain strong long-lasting industry and client relationships.
  • Ability to challenge, recommend and redirect teams as well as manage client expectations during the engagement.
  • Interfaces with various customer stakeholders which consist of senior leadership teams (SVP/VP, Directors) and project level resources such as SMEs.
  • Plays an active role in managing program goals and driving teams to achieve customers’ business outcomes by managing issues, risks, decisions, and action items.
  • Develop, refine and execute client portfolio product development engagements.
  • Demonstrated industry experience and product knowledge.
  • Serve as a trusted thought partner, and identify opportunities to present 3Pillar Global services within existing client relationships to find ways to help solve additional client issues.
  • Support and successfully deliver on a client satisfaction and retention plan.
  • Provide overall client account portfolio management, ensuring both client and 3Pillar Global objectives are met; ensuring engagements are always a win-win for the client and 3Pillar Global.
  • Track engagement financials to include accounts receivable, expense reporting, margin analysis, revenue tracking and forecasting, etc.
  • Exhibit exceptional lateral, upward, and downward influence - creating strong teams and partnership to deliver great results together.
  • Proactively identify cross department areas of collaboration, communication and process improvement. You anticipate and resolve issues and mitigate risks
  • Work with operations teams to craft strategies and execute on them to elevate cross department execution in support of driving increased client satisfaction and portfolio growth.
  • Ability to multitask across multiple project initiatives and work in a collaborative team environment.
  • Exhibit positive energy and a get-it-done attitude.
  • Communicate clearly and motivate others as a leader of high performing teams.

Qualifications

  • 15+ years of experience leading the delivery of large-scale IT enterprise engagements
  • 10+ years leading the delivery of large-scale agile enterprise program/project engagements in professional services or consulting environments
  • Leading a highly engaged team to achieve outcomes
  • Experience serving as an Agile Coach, Scrum-of-Scrum Master, Scrum Master, Product Manager having led multi-workstream engagements at the program level
  • Hands-on experience with Agile Project Management toolsets (Jira, RallyDev, VersionOne, Taiga, etc.)
  • Capable of consulting the client on Product Development Lifecycle inefficiencies
  • Must be knowledgeable in the latest product development, technology and advanced analytics trends in the [portfolio specific] industry and be able to speak intelligently on those topics
  • Strong business management acumen understanding market and industry technology trends particularly in mobile
  • Strong presentation skills with the ability to present to senior/C-level executives
  • Proven ability to identify business opportunities, position services, and lead technology related engagements
  • Has the ability to effectively manage multiple accounts in different stages, while proactively seeking new opportunities within client engagements
  • Understanding of product development philosophies (e.g. lean, design thinking, agile)
  • Project management, planning, and organizational skills
  • Experience working with a globally distributed development teams and a matrixed organization
  • Willing to travel up to 50% of the time
  • Proven experience leading and growing large-scale projects

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