Job Description:

Role Proficiency: Level of Proficiency: The Consulting Director will strategize, architect, and independently handle Consulting Practice Delivery and Business Development across very large and multiple accounts or a region. Innovate and create new revenue opportunities with an agile and effective response to dynamic market situations. Leading a team to manage service delivery across multiple business domains, industry verticals, and accounts encompassing design, development, maintenance, and support of offered services as well as client engagements. Outcomes:

1. Plays a key role in advising clients on their business and technical problems as a Subject Matter Expert (SME); identifying innovative and transformational solutions

2. Frame strategies and formulates appropriate tactics to protect and grow the revenue of the existing accounts or region by right positioning of Consulting services and offerings through sound business value communication.

3. Strives to present alternative revenue opportunities to clients as part of the value add through thought leadership.

4. Review and create a delivery strategy for projects across client accounts including advocating delivery excellence, digital transformation as appropriate, business outcomes that the client strives to achieve, and management of service levels and commitments from UST.

5. Manage key client and internal stakeholders for engagements. Understand expectations and facilitate business requirements, status meetings, and governance for engagements. Engage and work with client and UST stakeholders and drive through the E2E requirements of the delivery; ensuring customer expectations are met.

6. Drive digital transformation with clients and teams; focusing on service improvements, Value-adds. Propose innovative ideas to the customer beyond standard delivery for all types of engagements.

7. Drive Service Level management, pre-empt, and mitigate delivery risks. Create and review risk and mitigation strategies regularly. Communicate proactively with leadership to flag risks and ask for help.

8. Fully accountable for the profitability (EBITDA) of the assigned accounts or region with specific targets. Manage P&L effectively for the portfolio. Apply financial levers like utilization, pyramid correction, contract shifts, and differentiated pricing models to continuously improve the cost of delivery and engagement level profitability.

9. Responsible to lead a large team of business, technical, delivery, and operational support with a high level of team motivation and employee satisfaction. Provide individual, team, and peer mentoring as appropriate and required to develop capabilities within team, function, and organization

10. Coach leads within the team on leadership abilities. Groom leaders to take on higher-level roles, upskill themselves, and manage projects/engagements effectively and independently.

11. Prepare and present business reviews to leadership

12. Develop the customer relationship to a consulting level by positioning UST as a partner of choice for digital transformation and ongoing delivery support

Desired Outcomes:

1. Revenue (Targets vs. Actuals)

2. Profitability (Targets vs. Actuals)

3. Digital / Cloud/ Platform Services Mix (Targets vs. Actuals)

4. Value Delivered to Client (As defined)

5. Customer Satisfaction

6. People Satisfaction

7. EBITDA improvement % and $$

8. Number of unsolicited proposals (or) innovative ideas presented to the customer

9. Number of leaders developed and transferred to different engagements

Business Strategy and Tactical Design:

Form ideas and frame business and delivery strategies for the assigned accounts or region. Spearhead business development with effective business and profit management. Develop the business and delivery ecosystem in sync with dynamically changing business situations. Identify, evaluate, and develop strong partnerships with technology partners to encourage a vibrant business ecosystem. Contribute to initiatives for UST brand enhancement and uplift company valuation. Conceptualize new solutions based on forecasting market trends and customer needs. Create/validate roadmap for customer strategy. Review to contextualize a solution to the industry. Create or review an optimal assessment framework applicable across the majority of service offerings. Identify scope for rationalization and optimization or enhancement of capabilities. Identify business and technology skill sets and product capability to be built or acquired over the next 2 to 3 years based on industry trends and client direction. Define the business benefits of solution adoption to the client. Manage proposal responses and work with the solution team to craft the best and most optimal options. Work with finance on creative pricing options/strategy. Ensure consistent reusability of tools and best practices across projects; influencing product and technology selection strategies.

Business Development: Develop business and delivery plan for the assigned region or accounts suitably conceiving the organization strategies and business vision Identify potential opportunities for new service offerings based on customer voice/ partner input, industry connects, and trends Identify, engage, and nurture new customers with clear short and long term business plans Have meaningful conversations with key client stakeholders, interpret the data and enhance the quality of the proposed solution Make useful recommendations based on existing gaps and recommend specific UST services/solutions. Recommend holistic solutions that lead to large highly complex deals and act as differentiators in positioning UST with client Support the development of the business case for investments for approval from senior management. Work with partners to co-develop a joint GTM Review RFPs/RFIs/RFQs to understand the scope of the request and guide teams to respond. Work with the solution team to develop a strong proposal addressing the requirements, guiding the response team on response sections including delivery and solution. Write executive summaries for solution responses, clearly articulating value proposition and differentiators. Manage deals and work with internal teams as needed to develop competitive proposals, both from a solution and commercial perspective. Review and validate solutions in proposals and architect solutions for large/transformational deals Engagement Management, Project Control, and Review: Design and implement control measures and governance for delivery excellence, valuation and EBITDA and contractual KPIs Maintain excellent customer relationship key stakeholders to elevate and maintain the engagement in a partnership and consulting level Identify opportunities for optimization of cost/time/asset utilization in complex projects and advise relevant teams accordingly where possible. Create a cost-benefit model using ROI, Payback, IRR, and other financial management concepts. Change pyramid, rate changes, contract shift, and other onshore/offshore changes to manage costs. Prepare internal reports account review, revenue forecast, EBITDA improvement plans, blueprint reviews, etc. Review project estimations and plans; guiding project/program/delivery managers on implications around cost, schedule, timing, and outcomes.

UST Global celebrates diversity and inclusion. We are an Equal Employment Opportunity employer. We welcome candidates to apply for employment from diverse backgrounds and believe your unique perspective adds to the richness of our company culture. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.

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