Deloitte Managed Risk Services Offering Development Lead in Dallas, Texas
Deloitte is one of the leading professional services organizations in the United States, specializing in audit, tax, consulting and financial advisory services with clients in more than 20 industries. We provide powerful business solutions to some of the world s most well-known and respected companies, including more than 75 percent of the Fortune 100.At Deloitte, you can have a rewarding career on every level. In addition to challenging and meaningful work, you ll have the chance to give back to your community, make a positive impact on the environment, participate in a range of diversity and inclusion initiatives, and find the support, coaching, and training it takes to advance your career. Our commitment to individual choice lets you customize aspects of your career path, your educational opportunities and your benefits. And our culture of innovation means your ideas on how to improve our business and your clients will be heard.The Deloitte Risk & Financial Advisory practice is the premier risk advisor helping leading organizations solve their most complex risk challenges and drive business performance. The Managed Risk Services Team helps the Advisory practice identify, invest in, and rapidly commercialize new Managed Risk Services ideas and opportunities. We are the destination for innovation and risk professionals who want to be part of a high impact team driving growth opportunities for Deloitte, and who want the opportunity to use their unique strengths and develop their talents.The Managed Risk Services Offering Development Lead ("ODL") is responsible for developing and/or supporting the sale of Managed Services solutions to clients/markets. The role involves:Managed Risk Services (MRS) Offering AssessmentsConducting to 1 day Workshops with current Industry Offering owners to understand MRS potential for various potential offerings. Activities to include:Working with Market Offering Leadership, develop a detailed Offering Framework/Description, Committed Outcomes & SLAs, and TCO Value Proposition over a period of 4-8 weeks. Develop detailed description of each core service (supports a 30 minute internal education session, 30-60 minute client meeting), including but not limited to:What we will deliver, how/when we deliver itService Levels (SLA s), penalties, key dependencies to deliverHigh Level transition planRequired Training (Customer and Deloitte)/Customer User Guides requiredRequired Customer Certifications/Competence requiredRoles and Responsibilities matrix Deloitte, Customer, PartnersDevelop a Market Forecast with Market Offering Partners, Principals, and Managing Directors (PPMDs) for both customer acquisition and revenue though 2022. Is the market big enough/meet Deloitte targets for MRS to warrant the development of an offer? If not, are there other factors that warrant moving forward? Are there 1 or more items that need to be resolved/decided prior to pursuing a full Offering Development team and funding?Develop a Design and Build project plan for all facets of Offering Design with the MRS Delivery Team(people, investments, ongoing operations)Create an Innovation funding request for the Design and Build phases (resource hours and hard dollar request)Develop a Level of Effort estimate and Cost case in parallel with Delivery Team detailed design sessions. Update Offering details as/if any new details of the design invalidate or open up new opportunities for value within the offeringWork with MRS Marketing and Sales Enablement to effectively transition Offering Value Proposition and messaging into Marketing and Sales MaterialsSupport RFI and RFP response and pricing efforts during Design stage as needed to refine sales and offering messaging and to respond with anticipated MRS offering construct and value proposition.Update Committed Outcome and SLA descriptions to match detailed designDevelop Offering specific Deliverable and Term & Condition content for the Engagement Letter template with the deal Desk.Coordinate Service Delivery input and sign-off for all items aboveTechnology/Tool Procurement assessments and development aligned to the Offering roadmapAssessment and sign-off re: key delivery attributes/SLAsTiming to 1stdelivery of first client and associated activities required of DeliverySupporting the Deal Desk in the development of specific templates for Deloitte s Managed Services offerings for use by internal professionals (ex: RFI/RFP, Business Case, Proposal)Assisting Deloitte MRS Sales Enablement Professionals with price quotes and negotiations for the first few customer proposals. Modify Offer as needed based on market feedback.The Managed Risk Services Offering Development Lead (ODL) is responsible for creating strategic and tactical plans to bring new managed service offerings to market. In effect they own the Project Office associated with managing and driving each new offer from assessment through 1stsales proposal, including the performance of a number of tasks as noted above.The ideal ODL will:Have the ability to lead PPMDs to MRS-based solution parameters, including committed outcomes.Foster and enhance the MRS Brand with the PPMD Market Offering Leadership through strong managed services knowledge and experience from offering development, pricing, costing (strong knowledge of standard industry components and metrics), and sales/business development experience for complex deals/managed services (ie; how to position a TCO-based value proposition, due diligence, ..etc to senior leaders and decision makers within the target market).A Strong bias to action and detailed deliverables vs. academic discussion/contentStrong Understanding of Managed Services Operational complexity and success criteria to ensure design can be operationalized effectively and consistentlyStrong Understanding of managed service financial modeling and contracting terms/normsThe typical candidate will bring approximately 6-10 years experience in these areas. Additionally, a candidate must possess:High integritySolid executive presenceSuccessful track record of selling managed servicesAbility to drive sales via self-originated relationshipsSignificant business relationships with senior corporate executivesAbility to influence decision-makers at the highest levels in client organizationsAbility to craft and execute strategic and tactical plans to close large revenue projectsAbility to work as a team playerWillingness and ability to share knowledge with othersStrong presentation skillsFamiliarity with selling intangiblesWillingness to travelBachelor s degree is required; Advanced degree(s) preferredLocation flexible
As used in this document, Deloitte means Deloitte LLP and its subsidiaries. Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.
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Category: Business Development / Sales / Marketing