Job Description

Company OverviewIncedo is a US-based consulting, data science and technology services firm with over 3000 people helping clients
from our six offices across US, Mexico and India. We help our clients achieve competitive advantage through
end-to-end digital transformation. Our uniqueness lies in bringing together strong engineering, data science, and
design capabilities coupled with deep domain understanding. We combine services and products to maximize
business impact for our clients in telecom, Banking, Wealth Management, product engineering and life science
& healthcare industries.
Working at Incedo will provide you an opportunity to work with industry leading client organizations, deep
technology and domain experts, and global teams. Incedo University, our learning platform, provides ample
learning opportunities starting with a structured onboarding program and carrying throughout various stages of
your career. A variety of fun activities is also an integral part of our friendly work environment. Our flexible
career paths allow you to grow into a program manager, a technical architect or a domain expert based on your
skills and interests.
Our Mission is to enable our clients to maximize business impact from technology by

• Harnessing the transformational impact of emerging technologies
• Bridging the gap between business and technology

Role DescriptionRole/ Position: Practice Manager, Hi-Tech (Senior Manager/Associate Director)Location: India (Gurgaon preferred; open to other locations)About the roleThis role will be reporting to Head of Sales Strategy & Sales Excellence based out of Incedo\'s Gurgaon office. The function is responsible for growth of the firm and practices, wherein we perform sales strategy & transformation, detailed account planning for existing clients, defining market whitespaces and sweet spots for New Business Development, defining service & solutions offerings for GTM enablement, proprietary thought-leadership for business development (playbooks) and responding to RFPs and client situations.Additionally, practice management for various BUs is aligned with this function to make sure strategic agenda for BUs, Go-to-market strategy; topics for investing in knowledge development are intact with the firm priorities.Technical SkillsKey responsibilities
Define BU / Horizontal level Strategy along with the Business Heads and Head of Strategy

• Keep a track of market developments and how technology buying spend & behaviors are changing.
• Competitive intelligence: Understand the market backed by fact-based research and map the various propositions available in the market by leading competitors, to sharpen our propositions ahead of the curve.
• Developing propositions and designing Go-to-market Strategy for winning in the market.

Develop industry / segments point-of-views and solutions, aligned to GTM Strategy of the BU

• This is critical to win proactive / sole-sourced projects and deals.
• This involves primary and secondary research, developing hypothesis on market / client situation, conducting analyses and preparing client-ready documents for discussion.
• Integrates emerging technologies use-case into our value proposition.
• Develop solutions including demo and proof-of-concepts needed during \'shaping\' stage of sales process. This requires close coordination with the onsite sales and product management teams incl. design thinking, data science teams etc.

Account Planning

• Understand the strategic priorities of our existing Product Engineering/Hi-tech clients by their lines of business (LoBs) and the $ spend associate with those priorities.
• Then, map the relevant priorities by horizontals & capabilities that we have within Incedo to target the buyers with our propositions.
• Develop detailed account relationship maps and align to Incedo Client Service Teams (CSTs)
• Identify granular opportunities on the basis of account planning and also, propositions as to where we want to target in the market and accounts

Own the Proposal and Pitch document developments for client RFPs/ RFIs and proactive sales pursuits

• Storyboard and write the Proposal / Response including clear understanding of the client needs, our value proposition & differentiation and solutioning of the problem
• Collaborate with cross-functional teams to gather inputs for complex pursuits across industry verticals and service lines
• Support the account management team in developing proactive proposals and demonstration of Incedo\'s capabilities & proven solutioning experience to potential customers
• Completely own the quality of the client proposals/ responses

Manage the Practice as COO of BUs while working closely with BU Heads

• Drive the strategic agenda for Practice in line with firm priorities.
• Define the focus areas for GTM and drive the execution along with account managers.
• Keep a tab on the deals we are pursuing and transparency of Next Best Actions (NBA).
• Drive internal initiatives like building compendium of case studies, capabilities decks and other initiatives which enhance our value proposition e.g., automation, transition to managed services model etc.

Nice-to-have skillsPrimary skillsExceptional problem-solving skills
Outstanding written & oral communication, presentation storyboarding skills
Fact-based analysis of the market and other situations
Program management for response and bidsDesired behaviors from the successful candidates

• Can deal with ambiguous situations effectively and bring consensus
• Can articulate working team\'s thinking clearly in the draft documents
• Is proactive and self-starter
• Is collaborative and a team player

QualificationsDesired experiencePost-MBA experience in a similar role at a mid-sized IT firm
Proven record of people management
Prior experience in technology and US markets is highly desirable
Total experience to be in the range of 7-12 yearsCompany ValueWe value diversity at Incedo. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Incedo