In this Executive Level role, you will lead both the India and Sub-Saharan Africa (SSA) regional commercial teams as well as lead turnkey project delivery globally. You will be responsible for customer engagements for the India and SSA regions and have full ownership for achieving orders, revenue, margin, and cash targets, while ensuring customer satisfaction and the growth and retention of customers. You will develop a high-performance commercial culture and drive sustainable and profitable software growth. You will be well versed at both the tactical and the strategic, establishing effective operating rhythms with daily management across Key Performance Indicator (KPI) levers. You will have exceptional business and financial acumen and be responsible for C-level customer relationships, being a trusted advisor and partner for customers while operating as the key point of executive leadership in the region. You will make customer experience a priority, creating a client focused culture that is rooted in Lean principles. As Global Turnkey leader, you will play a meaningful part helping our customers achieve maximum value from their software investments. You will continue to scale up the “Digital Turnkey Centre of Competence (CoC)” at the Noida site and will closely work with Hyderabad’s “Centre of Excellence” teams engaged in building next generation Grid Orchestration Software.
The role will directly report to the Global Chief Client Officer and dotted line to Senior Vice President – Global Delivery. You will be based at Noida or Hyderabad and will require travelling across other geographies.
Job Details
... - Job Profile: Business Management > Business Management; EB
Job Description
Essential Functions and Responsibilities
In this role, you will be leading the strategy for Transmission and Distribution customers requiring Electrification Software for their Digital Transformation journey to prove stable, reliable, and secure power to its customers.
You will lead executive-level relationships with customers and (Engineering, Procurement and Construction (EPC) partners and you will have strong focus on growing pipeline, closing deals, and growing revenues based on in-depth customer strategy, market knowledge, technology, and solution expertise. You will create a vision and strategy that will motivate all customer facing teams to achieve operating goals and identify opportunities across all present and future markets. The successful candidate must have strong knowledge of market economics, available technologies, and competitive landscape to drive unique solutions.
As the strategic executive leader, you will:
- Ensure business goals for orders, revenue, margin and cash are met, in line wit hClient operating rhythm.
- Own customer relationships from the C-suite down, represent the entire Grid Electrification Software portfolio, and develop deep ties within customer's organisation to secure business across the portfolio and to ensure executive sponsorship is valued by both organisations.
- Stay current on the customer’s business, related industry trends and practices, market conditions, competitors, as well as Grid Electrification Software priorities and growth initiatives, to provide valuable insights to the customer and GEV teams.
- Own and orchestrate a holistic strategic plan for all accounts in India and SSA that aligns Grid Software business strategies with the customer’s goals, objectives, needs and culture.
- Develop strategies to grow a quality pipeline of opportunities across the breadth of the Grid Software portfolio and coordinate with the Sales and Services teams to drive and convert the pipeline into profitable orders and revenue.
- Own the delivery of all Turnkey projects globally to drive safety and standard delivery implementation practices. You will be responsible for delivery metrics such as Billable Utilization, On-Time Delivery and Customer Satisfaction.
- Act as escalation point of contact to assist, facilitate, and advocate for both GEV and the customer to help navigate each other’s rganization and to balance the value of the relationship and solve business problems through consultative approach.
- Act as a central point of contact, ensure Grid Software teams are aware of strategic imperatives and support issue resolution with leadership, especially in cross functional work, leveraging Voice of Customer (VOC) and external messaging.
- Leverage standard work, operational data, and metrics to monitor the health of the customer relationships, alignment with Grid Software priorities, and overall growth and profitability of the regions. Bring operational rigor in forecasting and commercial & delivery processes, driving continuous improvement.
- Identify opportunities to enable global alliances, frameworks and partnership agreements that support deal closure to drive healthier risk and reward balance as needed.
Required
- Bachelor’s degree in business, science, engineering or related discipline preferably Masters / MBA with 15+ years of experience in related domain.
- Strong business acumen. Purpose led, value driven leader with a track record of delivering orders and revenue growth with leadership experience in commercial and/or operations.
- Global or cross-country leadership with responsibility to deliver financial results.
- Deep domain knowledge on Grid Utilities IT & OT landscape.
- Demonstrated success in developing and maintaining effective customer relationships at C-suite level.
Desired
- Passionate about driving change/influence across cross-functional and organisational boundaries.
- Experience leading cross-functional teams in a matrix organisation.
- Strong track record of building high-performance teams, attracting, developing and retaining talent.
- Exceptional interpersonal skills – ability to synthesise complex issues and communicate in simple messages for customers and employees.
- Proven ability in developing and implementing a business strategy or blueprint.
- Proven success at influencing and leading P&L and cross-functional teams in a matrix organisation
- Customer-centric mindset: demonstrated ability to translate customer needs into profitable business solutions.
- Experience defining and implementing strategic plans, setting a vision, and rallying support around that vision.
- Strong track record of delivering results.
- Strong financial management skills with knowledge of market economics and competitive landscape.
Eligibility Requirements
- Ability and willingness to travel frequently and as required.
