Overview
The Transformation & Strategic Deals Services Sales Lead is responsible for identifying, shaping and winning complex, high-value transformation engagements with strategic customers.
The role operates at the intersection of industry transformation, consulting, technology, partnerships and commercial deal-making. Rather than simply responding to established opportunities, this seller will create new transformation conversations, bring together the right ecosystem of partners and capabilities, and develop propositions around the customer's most important business priorities.
A critical measure of success will be the creation of lighthouse customer wins that demonstrate what is possible, establish credibility in the market and provide a blueprint that can be replicated across the next wave of customers.
Responsibilities
Originate large transformation opportunities
- Build senior-level customer relationships and engage around CEO, CIO and business leadership priorities.
- Identify transformation opportunities before they become traditional procurement exercises or defined projects.
- Connect business challenges with consulting, engineering, adoption and technology capabilities to shape a broader transformation agenda.
- Develop a pipeline of fewer, larger and more strategically important services opportunities.
- Create momentum from concept and executive vision through to commercial engagement and execution.
Lead with industry, not technology
- Develop a deep understanding of the industries and customers being served.
- Translate industry trends and disruption into relevant transformation conversations.
- Start with the customer's business model, competitive environment and strategic priorities rather than individual products.
- Work with industry leaders and account teams to identify repeatable transformation themes that can be taken to multiple customers.
Explore and build strategic partnerships
- Partnership development should be a core part of the role, not an afterthought.
- The seller will:- Identify where partners can increase credibility, capability, scale or speed.
- Explore new partnership models that allow organisations to jointly approach transformational customer opportunities.
- Connect technology, consulting, industry expertise and ecosystem capabilities into a compelling customer proposition.
- Determine where we should lead, partner, co-create or orchestrate.
- Establish relationships that can unlock opportunities beyond a single customer engagement.
Construct lighthouse wins
- The role should deliberately pursue a small number of engagements capable of becoming market-defining references.
- The seller will work across sales, industry, consulting, engineering, delivery and partners to create the conditions for these lighthouse engagements to succeed.
Industrialise the win
- Winning the first customer is only part of the job.
- The seller should capture:- What customer problem created the opportunity?
- What executive
