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Director & Private Equity Industry Leader – Consumer & Enterprise Services

Remote: 
Full Remote
Experience: 
Expert & Leadership (>10 years)
Work from: 
United States

Offer summary

Qualifications:

10+ yrs management consulting exp, 5+ yrs leadership engaging with PE firms, Experience in strategy development & implementation, Deep industry knowledge in PE ecosystem, Strong track record in client relationship management.

Key responsabilities:

  • Establish and maintain PE go-to-market strategy
  • Manage sales and account relations with Portfolio Companies
  • Develop and convert sales pipeline
  • Operational responsibilities for sales and revenue management
  • Leverage partnerships and provide market intelligence
ISG (Information Services Group) logo
ISG (Information Services Group) Information Technology & Services Large https://www.isg-one.com/
1001 - 5000 Employees
About ISG (Information Services Group)
ISG (Information Services Group) (Nasdaq: III) is a leading global technology research and advisory firm. A trusted business partner to more than 800 clients, including more than 75 of the world’s top 100 enterprises, ISG is committed to helping corporations, public sector organizations, and service and technology providers achieve operational excellence and faster growth. The firm specializes in digital transformation services, including automation, cloud and data analytics; sourcing advisory; managed governance and risk services; network carrier services; strategy and operations design; change management; market intelligence and technology research and analysis. Founded in 2006, and based in Stamford, Conn., ISG employs more than 1,300 digital-ready professionals operating in more than 20 countries—a global team known for its innovative thinking, market influence, deep industry and technology expertise, and world-class research and analytical capabilities based on the industry’s most comprehensive marketplace data. For more information, visit www.isg-one.com.
See more ISG (Information Services Group) offers

Job description

Description

Director & Private Equity Industry Leader – Consumer & Enterprise Services

Position Overview

ISG is seeking a world-class consultant with digital acumen to lead and expand its Private Equity Industry and associated sales channels within its Consumer and Enterprise Services business unit.   As a Director in one of ISG’s most important and fastest-growing practices, this individual will provide leadership on multiple dimensions:  Private Equity (and related sales channels) go-to-market (GTM) strategy and execution; Market insights and thought leadership for Private Equity segment; Relationship and business development with current clients and future prospects; Collaboration across all of ISG’s industry teams and services business units. 
The successful candidate will have an established technology track record with PE firms including:
  • Comprehensive understanding of the PE landscape and Portfolio Company alignment
  • Understanding of business drivers/issues/risks/opportunities specific to PE’s and Portfolio Companies
  • Use and leverage of technology services, cost and optimization drivers, personas and buyer intent by Portfolio Companies
  • Demonstrated track record of serving as an on-going trusted advisor with top PE and Portfolio Company executives
The candidate will be recognized for their ability to strengthen and expand client relationships through professional networking, client successes, and proven domain expertise in business process and enabling technology optimization and/or transformation. 

Responsibilities

The PE Industry Leader’s responsibility is to establish and maintain the ISG Private Equity go-to-market strategy and execution.  This includes program design / management, sales and account management, pipeline development, pursuit leadership, and sales conversion with Portfolio Companies through the PE sales channel.  Typical ISG consulting engagements range from benchmarking and assessments, to strategy and design, through execution and governance across all of ISG’s service portfolio.
This position will directly report to ISG’s Partner and Industry Leader for Consumer and Enterprise Services.  The individual is expected to operate independently across sales and operational management and collaborate across ISG’s industry teams and ISG’s service portfolio teams.  Responsibilities include:
  • Build and Grow new/existing PE relationships and programs
  • Build / Expand programs to additional top and mid-tier PE firms
  • Develop and convert sales pipeline though new logo prospecting and account farming of Portfolio Companies
  • Actively manage PE and affiliated networks to develop relationships with ISG buyer and influencer personas
  • Actively develop and manage sales pipeline, progression of opportunities
  • Operational responsibilities for sales, revenue management, and engagement reporting
  • Demonstrate expertise in ISG’s core business areas, bridging client opportunities with market insights
  • Generate demand opportunity pipeline for ISG with both clients and prospects – craft, customize, and present broad value propositions, point solutions, as well as PE-specific solutions
  • Leverage external provider partnerships to broaden ISG’s reach and accelerate ideation/innovation
  • Guide, partner, and collaborate with ISG service portfolio owners to address specific business, operational, and technology needs and requirements of the PE Industry and Portfolio Company clients and prospects
  • Conduct sales presentations and maintain up-to-date and accurate account forecasts and sales records within ISG’s CRM to facilitate portfolio management, optimize client contact, and facilitate swift opportunity close outs (wins)
  • Evangelize ISG capabilities that may benefit clients/prospects and share learned market intelligence with ISG leadership teams
  • Interacts directly with senior client and technology service provider executives
  • Independently develops project work plans and customizes to meet client specifications as well as estimates staffing, task duration, and client staffing requirements
  • Possesses a thorough knowledge of business unit and P&L budgets, the budgeting process, and corporate finance
  • Generates client revenues and manage projects which generate revenue in the amount determined by the annual budget
Required Skillsets
 
  • Travel 10-20%, as most work is currently done remotely but may require travel to client site, conferences, and industry events
  • 10+ years of management consulting experience with a proven track record of success in sales, consulting, advising leading companies on a diverse set of strategic and operational delivery objectives
  • Minimum of 5 years' experience in a leadership role directly engaging with PE firms, leveraging relationships between PE firms and Portfolio Companies.  Deep understanding PE firm drivers and diversity of Portfolio Company needs
  • Minimum of 10 years of consulting with hands-on experience developing and implementing strategy; experience with complex strategy, optimization or transformation programs that deliver demonstrative business value, data driven insight, improved operational efficiencies, and new forms of user experiences and engagement
  • Domain expertise of the PE and related ecosystem including breadth and depth of knowledge and engagement leadership experience
  • Served as a trusted advisor and interfaced with executive level clients including demonstrated ability to identify client needs and translate business needs into consulting opportunities
  • Deep understanding in one or more of the following areas: business process outsourcing, information technology service delivery, indirect procurement of technology/BPO/software/network, cloud, automation
  • Significant delivery management experience, including managing teams at all project phases, exemplary track record in successful client relationship management and multi-project oversight
  • Practice development experience, including sales and marketing collateral development, PE content, speaking engagements, IP development and solution development
  • Expert presentation, verbal and written communication skills with the ability to articulate complex ideas in easy to understand business terms to all levels of management including executive leaders
  • Proven ability to engage with senior business & technology executives
  • Proven ability to successfully establish “Trusted Business Advisor and Technology Partner” relationships
  • Relentless drive to organize, identify, work, and close deals
  • Outstanding communication (written and verbal), organizational, entity navigating, client satisfaction, and networking skills
  • Demonstrates proficient knowledge with MS-Office suite of software applications and tools, including the development of sales materials, executive presentations, reports, and various analysis
Education 
  • Bachelor of Arts or Science degree in a technical or scientific field
  • MBA or other advanced degree(s) desirable 
At ISG, we don’t just accept difference — we celebrate it, we support it, and we thrive on it for the benefit of our employees, our clients, and our communities. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. ISG is proud to be an equal opportunity workplace and we are committed to creating an inclusive environment for all employees. The more diverse and inclusive we are, the better our work will be.
 
The duties and responsibilities described in this job description may not be a comprehensive list. Additional tasks may be assigned to the employee from time to time and/or the scope of the job may change as necessitated by business demands.
 
#LI-Remote
 

Required profile

Experience

Level of experience: Expert & Leadership (>10 years)
Industry :
Information Technology & Services
Spoken language(s):
English
Check out the description to know which languages are mandatory.

Hard Skills

Portfolio ManagementSales StrategyManagement ConsultingClient EducationBusiness Development

Other Skills

  • Strategic Thinking
  • Consulting
  • Verbal Communication Skills
  • Microsoft Office
  • Relationship Building
  • Leadership Development
Are you interested?

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