Senior Director Consulting at Ensono
Key Responsibilities Strategic responsibility and accountability to the Senior Vice President of Advisory and Consulting for the newly formed Mainframe Software Rationalization Practice and the attainment of North America bookings and revenue targets. Responsible for the cost-effective management of the operating budget. Responsible for the effective management of personnel allocated to the Practice and the cost-effective mix of Contracted vs. Employee resources. Participates in corporate development of methods, techniques and evaluation criteria for projects, programs, and people. Responsible for the “business” side of Mainframe Software Rationalization - Pipeline, Forecast, Bookings, Backlog and Install Plans timed to Revenue attainment, deal analysis, historical analysis with forward looking projections and planning. Supports the Mainframe Software Rationalization Technical Presales Lead with the development and refinement of Practice service offerings. Additional oversight expected for the development and execution of appropriate analysis relevant to what is selling, what is not, what should be developed and related reasoning. Supports the Mainframe Software Rationalization Technical Presales Lead in the development of the Mainframe Partner Ecosystem. Supports the Mainframe Software Rationalization Technical Presales Lead in the development of life cycle definitions for sales engagement, qualification of deals, solutioning, pricing, process improvement reviews and enhancements (operationalize the sales enablement process). Responsible for the development of clear Life Cycle definitions for delivery of Practice solutions from the initiation of an engagement to the successful completion (i.e. Function Block methodologies). Responsible for the development of standard delivery outputs. Responsible for the adoption of relevant Mainframe partner processes, delivery mechanisms, and reference architectures. Supports the Mainframe Software Rationalization Technical Presales Lead in the review and relevant development of Sales and Marketing artifacts – Sales and Marketing Enablement. Responsible for the defining next steps for relevant partner competencies and certifications with justification and reasoning. Supports the ongoing focus on future State development and Roadmaps for Mainframe Practice. Responsible for the definition and development of Mainframe Software Rationalization Centers of Excellence to enable efficiency, collaboration, internal teaming, and profitable revenue attainment.
Working with the Advisory and Consulting Sales Operations lead - Develop of a concise executive level weekly business review for the Sr. VP of Advisory and Consulting covering:
Pipeline and Forecast from Salesforce and a validation process related to status on key deals from Sales.
Bookings – what booked, when did it book, delivery plans to engage and relevant resource considerations (FTE, Contractor, Partner).
Backlog and Install Plans timed to revenue attainment.
Summary of revenue YTD to Plan.
Summary of financial projections with a 2-month out view.
Summary of efforts required to close any gap from revenue attained to revenue targets.
Deal analysis – what is working with Sales, what is not working, SKU analysis.
Historical analysis with forward looking projections and planning.
Development of Calendar Year 2021 Roadmap
Revisit the “Mainframe Software Rationalization Services Sales Overlay Strategy – Mainframe Software Rationalization Specialist Team Pilot Proposal” presentation and leverage as appropriate.
Develop a milestone-based Roadmap to address current state vs. proposed future state goals with clear tactical implementations appropriately targeted throughout Calendar Year 2021.
Consider current use of People, Roles, Responsibilities, RACI’s.
Enhance, refine, build out the “Estimators”.
Consider current use of Tooling and Training requirements.
Consider all the functions of this role when developing the Calendar Year 2021 Mainframe Software Rationalization Roadmap.