The Director of Solutions drives the growth & profitability of the EMEA region by leading our Presales teams and providing senior presales and solution-architecture leadership at the C-suite level. The Director must be adept in a wide range of technologies, techniques, services and consulting approaches. The role drives the development of a Revenue pipeline greater than £200m across 11 countries in the European region and will have matrixed reporting into both regional and global leadership teams. Current team size is 12-15 – across associate, architect and executive roles and continues to grow alongside our specialisation strategy. This role will efficiently manage workload distribution of opportunities across the region by Practice, platform, delivery model and country.
We are at an exciting phase in our European business having made significant investments and looking to take market share across the largest markets where we have large enterprise customers. We are looking for candidates looking to be a part of this exciting journey, results focused and able to roll up their sleeves as well as having a strategic seat at the table.
There is an expectation that the Director of Solutions will form part of the Global Solutioning Leadership team; partnering with peers in both North America and India as well as part of the regional TGS Senior Leadership team in EMEA.
Essential Functions
* Strong Leader & Coach – who is able to lead other Solutions team members but also engage in developing solutions themselves, particularly across escalations & high complexity
* Joint responsibility alongside sales for Revenue and GP margin growth
* Effectively lead the Solutions team in EMEA by leading with a growth mindset, creating a high performance culture and building future career opportunity for the team.
* Ability to operate at a strategic level – both in supporting strategic planning but also in demonstrating an ability to execute at pace to deliver business value
* Provide direction and developmental feedback to Direct Reports; conduct annual reviews and participate in compensation decisions
* Responsible for fostering relationships with Practice, Delivery & Sales Leadership both regionally & globally to develop growth strategy and provide sales support in the solution phases of the opportunity lifecycle
* Partner with Sales Leadership on escalations – optimising our positioning and win themes with Customers; helping to raise the bar on standards cross-functionally and demonstrating the ability to protect solutions teams when needed
* The ability to build and scale pricing strategies across the European region to ensure competitive edge and win-rate stays high
* Confident to work closely with Sales Leaders to build regional relationships across C-suite Customers within key accounts
* Ensure adequate handoff from Solutions team to Delivery across the team
Analytical/Decision Making Responsibilities
* Lead with a data-driven mindset – utilising reporting to drive return on investments as well as an efficient and effective team through the monitoring of key inputs and outputs
* Ability to be an autonomous leader – making key decisions to move quickly, meet Customer requirements and grow the European business within our Global and Regional strategy
Supervision Responsibilities
* Lead and manage the Solutions teams across Europe – engaging across multiple countries in order to build and develop a cohesive European team
* Create career opportunity through mentorship, training and development, sales cycle reps and exposure to the global business
* Provide regular feedback to Direct Reports and wider team
* Exercise influence at many levels of the organisation up to and including VP and President level
* Ensure that both tactical and strategic solutions goals are met
* Serve as a role model by promoting and demonstrating commitment to practice methodologies, processes and standards for both TGS and industry-wide, making improvements when necessary
* Develop and train team
Qualifications
Degree – BA/BSc or higher
Relevant & current Industry accreditations
Work Experience
* Leadership experience in an IT consulting / Service provider environment
* Direct Technical or consulting sales/presales role
* Extremely strong knowledge in the following topics:
* Enterprise Modernisation – e.g. Platform Modernisation, Application Modernisation, Data Modernisation etc.
* Modern data capabilities including agile, such as Scaled Agile Framework (SAFe) and DevOps strategies
* Modern cloud platforms such as AWS, GCP, Azure alongside significant ISV’s such as Redhat, Databricks, Snowflake etc.
* Proposal and/or Statement of Work experience
* Have built, integrated and delivered enterprise-wide solutions
* Demonstrated experience in utilising flexible engagement models to deliver practice based services
* Strong emotional quotient and able to connect with C-level executives in a discovery and solutioning environment
* Experience with opportunity management and pipeline tracking across a team
* Comfortable as individual contributor and leader
* Understanding of resource management, communication management, cost management, risk management, data management and integration management
* Possess an understanding of IT services: service offerings, technical stanadards and policies, technical and business strategies as well as organisational structure
* Worked successfully in a global environment across multiple geographies with matrixed reporting lines
* Built and developed a high performance team(s) across different capability levels