TMT XaaS Transformation Strategy, Business Model Design and Capability Planning - Senior Manager
Our Telecommunications, Media and Technology (TMT) industry clients include some of the most valued companies in the U.S. and many of the world's top global brands. We are poised to help clients shape their evolving business models, scale and transform their operations, modernize their processes and technologies, and constantly improve their customer experience. Our Technology sector includes the world leaders in software, semiconductor, Cloud, analytics, cyber, networking, enterprise and personal computing, and technology services.
XaaS Models -long employed by High Tech companies-create significant value for both customers and the companies that adopt them. These models are profoundly different from traditional business models and will require a very different set of business capabilities so that customers are able to access, consume, and pay for services based on need and usage-from content to technology infrastructure and enterprise software solutions-in a flexible, scalable, and secure manner.
Deloitte has guided numerous companies through business model transformations towards XaaS while employing in-depth knowledge of new business capabilities, processes and complex interrelated systems. We are seeking an experienced leader with expertise in capabilities across the entire Lead to Cash value chain, including the areas of offer management and delivery, pricing, sales, configure-price-quote, subscription management, service provisioning, subscription billing and invoicing, and revenue recognition.
Do you want to be part of a team that transforms the business landscape for its clients? Do you want to be on the winning team that drives transformation, improves productivity and streamlines business operations? Do you feel your skills surpass those of your peers and colleagues? If your answer is yes, we want to hear from you immediately!
Monitor Deloitte's Strategy practice brings together several key capabilities to architect integrated programs that transform our clients' businesses, including Strategic Growth Transformation, Transformation Strategy & Design, Technology Strategy & Business Transformation, and AI & Data Strategy.
Strategy professionals will serve as trusted advisors to our clients, working with them to make clear data-driven choices about where to play and how to win - ultimately driving growth and enterprise value.
Within Monitor Deloitte, the Technology Strategy & Business Transformation (TS&BT) market offering helps clients unlock business agility and sustainable value through technology. We reimagine the technology + business relationship by architecting future business and technology strategies, operating models, platforms, ecosystems, and capabilities into integrated business solutions. We orchestrate the breadth of Deloitte to co-create business value across the C-suite and to the board.
Work You'll Do
Our practitioners work in integrated project teams on a range of projects covering the entire Lead to Cash lifecycle from planning through to design, development and the deployment of solutions. These project teams will often include leaders and specialists from other business and technical disciplines from within the consulting practice and from our clients. A focus on team work is therefore critical. As a XaaS Transformation Senior Manager, you will bring considerable functional expertise to define new business capabilities, processes, and solutions to transform new business models. You will interact daily with key business and IT executives and lead multiple teams in various strategy and implementation activities
Responsibilities will include:
Manage day to day interactions with executive clients and sponsorsLead engagement planning and budgeting; mobilize and manage engagement teams; define deliverable structure and content; facilitate buy-in of proposed solutions from top management levels at the client; direct on-time, quality delivery of work; manage engagement economics; manage engagement riskDevelop and maintain contact with top decision makers at key clients; organize and lead pursuit teams; participate and lead aspects of the proposal development process; contribute to the development of proposal pricing strategiesPerform role of counselor and coach; provide input and guidance into the staffing process; actively participate in staff recruitment and retention activities; provide leadership and support for delivery teams and staff in local officesDevelop practical solutions and methodologies; develop "thoughtware" and "point-of-view" documents; participate in public speaking events; get published in industry periodicals
With a full range of capabilities, we work with clients through the entire transformation, from inception and design through execution and operation. We have professionals who are knowledgeable about all industry dynamics, core functional areas, strategic capabilities, and enablement technologies. We have a tested, proven framework and transformation methodology to guide our clients with confidence from business strategy through technical enablement:
Overall business strategy to drive flexible consumption-based business models for the organizationClear definition and alignment on "what" is sold, "to whom," and "how"Enabling processes and policies to support the target business modelOperating model: Based on new set of business capabilities defining the right structure for organizing them to optimally deliver a company's offerings to the marketplaceTechnology platform: Strategic automation of processes for efficiency via a technology platform-applications, infrastructure, data, integration, and security
Learn more about the XaaS practice
12+ years of relevant technology consulting or industry experienceExperience leading multiple complex full-cycle Lead-to-Cash business transformations including leading clients and consulting staff through strategy and business model design, capability assessment & prioritization, requirements management, high-level business architecture definition and transformation planningExperience in application of methods and tools that provide insights for decision making, performance evaluation and optimization, as well as defining recommendations and actions for clients that meet desired outcomesSolid understanding of flexible consumption models such as subscriptions, pay-as-you-go, usage-based and their role in innovative go-to-market approaches and new revenue models, as well as impact on customer engagement processesExperience working across a broad range of technology solutions and applications across Lead to Cash (e.g. CRM, CPQ, Subscription Management & Billing, etc.), with good understanding of enterprise architectures and business models they supportProven leadership skills demonstrating strong judgment, problem-solving, and decision-making abilitiesExperience with selling to C-level executives and other business development activitiesProven track record of consistently attaining managed revenue targets as well as achieving quarterly or yearly sales objectives for new businessAt least 5 years of experience contributing to the development and presentation of client proposals.A Bachelor's DegreeAbility to travel up to 50% (While 50% of travel is a requirement of the role, due to COVID-19, non-essential travel has been suspended until further notice.)
Strong oral and written communication skills, including presentation skills (MS Visio, MS PowerPoint)Strong problem solving and troubleshooting skills with the ability to exercise mature judgmentExperience mentoring and coaching othersAn advanced degree in the area of specialization is preferred