HCL - Leadership Role - Infrastructure Presales - Business Solutions Group

Job Title : Associate General Manager/Business Manager

Team : Global Presales

Work Location : Noida, Bangalore, Pune, Chennai

Role Description :

Responsible for all pre-sales activities including RFP/RFI response, Proven experience and ability of handling Infrastructure Pre sales teams, Techno commercial profile who can relate solutions proposed to commercials, Conceptualize and discuss infrastructure solutions, Solution document ownership & Preparation, end to end infra service towers understanding, Third Party Advisory lead bid management experience, Bringing in thought leadership during solution defence preparations, demonstrate deep understanding of solution nuances, Collaborative in approach with the ability to work across multiple stake holders within the organisation and demonstrate ownership and lead from the front.

Qualification :

- Post-Graduation in Management with Engineering background.

Experience :

- IT experience of 12 -13 years for AGM and 9 - 10 Years for Business Manager in IT Infrastructure Management.

- 4-6 Relevant Experience in Pre Sales solutioning handling multi tower global bids - = 30 to 50 MN USD

- Experience with Global customers preferred or with Large Indian Enterprises.

Skills:

Technical& Non-Technical:

- Good communication with a strong Point of View

- Business oriented in approach, who is able to understand and compare solution levers and commercial levers.

- Ability to engage technical teams on operations and transformation solutions.

- Good understanding and appreciation of the Technology landscape (IT Infrastructure - Data Centres, Networks, End User Computing, Security, Tools etc.)

- Bid Management experience (Important to understand the interpretation of Bid Management for the candidates)

- Collaborate with the Sales, Technical and Delivery team, Finance team and HR team to come up with a competitive proposal response.

- Experience handling end to end pursuits.

- Infrastructure services solutioning exposure on operations and transformations

- Solution documentation hands-on preparation experience

- Experience leading DD, managing meetings in DD, creating DD documents

- Experience in submitting BAFO

- Ability to think through Transition and Transformation organization structures

- Ability to think through Governance structures

- Experience leading client visits

- Client facing experience with ability to anchor a technical and non-technical track

- Commercial modelling exposure and ability to construct a business case

- Pre Sales team management exposure

- Funnel management

- Delivery Exposure

- Exposure and inclination towards analytics and numbers

- Exposure to ITIL framework

- Good Analytical skills - well versed with MS Office (Word, Excel, PowerPoint) to prepare proposals, perform financial business cases and data analysis

Soft skills:

- Excellent Written and Oral Communication skills.

- Interpersonal skills: Understands Ways of Working, Works seamlessly with peer groups, Ability to connect with Sales and technology teams.

- Presentation Skills: Understands HCL Infrastructure Services Division(ISD) Differentiators, Positioning and Peer Set Comparison, Present Corp pitch during induction sessions and internal team, Accompany Leadership/Vertical leads during client visits and understand messaging and articulation.

- Self / People Management Skills: Self Motivated and Motivating the team, Self-Starter, Time and Prioritization Management, Identify gaps and solving them and Competency development

Competency Required :

Core Competency:

- Collaboration: Takes initiative to actively participate in team interactions. Without waiting to be asked, constructively expresses own point of view or concerns, even when it may be unpopular. Ensures that the limited time available for collaboration adds significant customer value and business results.

- Communicating for Results: Converses with, and writes to, peers in ways that support transactional and administrative activities. Seeks and shares information and opinions. Explains the immediate context of the situation, asks questions with follow-ups, and solicits advice prior to taking action.

- Problem Solving: Asks questions and looks for data that helps to identify and differentiate the symptoms and root causes of every day, defined problems. Suggests remedies that meet the needs of the situation and those directly affected. Resolves problems and escalates issues appropriately.

Role Based Competencies:

- Accountability: Checks assumptions about mutual expectations and clarifies standards of overall performance. Checks the scope of responsibilities of self and others. Monitors day-to-day performance and takes corrective action when needed to ensure desired performance is achieved.

- Analytical Thinking: Collates and reports information. Identifies trends and exceptions. Investigates to define problems more accurately. Sorts information in order of importance.

KRAs:

- Signup on Numbers for financial year

- Sign up on Win Ratio for respective region

- Responsible for teams Quality of documentation