Forsythe Technology, Inc Vice President-Consulting in Falls Church, Virginia
The Vice President – Consulting is responsible for all client interfaces within the assigned account scope. The VP works with PS Leadership and the Account Manager to build & execute an account plan and is responsible for client management based on the account plan. Usually, the VP handles a single Program account or possibly several, with an indicative annual book of business of $6-10 million. The jobholder has the following key responsibilities within the assigned account scope:
Client relationship management –managing relationships with operational client personnel – those directly involved with the client’s presence
Business Development – responsible for building a portfolio of booked revenue. This involves identifying business opportunities, selling concepts to the client & influencing the client to give additional business based on demonstrated capability and past performance
Deliver accrued revenues and client projects in line with contribution margin and utilization requirements as agreed with PS Leadership – maintain personal utilization of 50%
Conduct research as well as competitor analysis, as well as conducting client presentations, estimation efforts and proposals and negotiations.
Client delivery assurance – drives the delivery process by working collaboratively with the delivery consultants on the account and across PS
Balance client projects for the client that may involve different delivery leaders or horizontal practice units’ resources
Take go-to-market solutions to clients within the account scope
Work closely with the consulting, engineering, cybersecurity and other PS leaders to build customized solutions pitches for the target account(s) and driving the revenues and delivery of these solutions to the account scope
Build an Account Plan for the account scope – with details of the relationships required, the opportunities to be pursued and the revenue expected from such opportunities
Pricing decisions within the scope of the Master Services Agreement and PS Leadership
Pre-sales proposal support for new business development outside of account scope
Demonstrates expert business knowledge with comprehensive understanding of the organization and industry.
Ability to identify and evaluate fundamental issues, providing strategy and direction for major functional areas.
Ability to change the thinking of, or gain acceptance from, others in sensitive situations, without damage to the relationship.
Ability to adapt to the changing needs of the industry and company while encouraging a culture of flexibility and agility.
Possesses expertise in a specific technology domain and a solid background in IT infrastructure and services solutions.
Expertise in applying Agile Methodologies and Framework, LEAN practices , Project Manager Professional (PMP) methodologies, and the IT Infrastructure Library (ITIL) framework.
Proven ability to manage or oversee delivery of complex IT consulting projects inclusive of multiple products/vendors, multiple project work streams and teams of technical experts at all levels.
Proven ability to maintain a large, influential network of contacts with visible industry presence.
Proven ability to achieve a high level of Customer Satisfaction on all engagements.
Communicates in clear, concise and crisp messages to a variety of audiences that instigate appropriate actions. Ability to adapt communication styles to meet clients’ needs.
Effectively presents in a variety of formal and informal settings: one-on-one, small and large groups, using a variety of presentation methods to sustain the audiences’ engagement.
Manages time to focus on priorities and balance timeline demands of clients and is capable of handling multiple tasks simultaneously.
Establishes a collaborative approach to problem solving ensuring that solutions generated by the team from various disciplines are tested and proven
PHYSICAL REQUIREMENTS, IF APPLICABLE :
Ability to travel up to 60-70% nationwide.
General Office Activities
The above statements are intended to provide the general nature and level of work being performed by most people assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties and requirements
15+ years of complex, client-facing IT infrastructure consulting experience, including:
In depth understanding of strategic planning, technology and industry trends, the competitive environment, resource management, and client development at an enterprise level.
Demonstrated success in all facets of the consulting process (gather requirements; problem solve and recommend; deliver; manage client expectations; cultivate client relationship; follow-on sales) in mid-sized and Fortune 1000 customer environments.
Experience in developing technology strategy and roadmaps for clients to deliver business value in terms of efficiency, effectiveness and control, and compliance.
Proven experience presenting ideas and solutions to clients and adapting presentation style to fit particular client situations.
Proven experience delivering complex, highly successful engagements/projects.
Experience in client relationship management, project management, financial management, stakeholder management, risk management, and people management on large size, complex engagements.
Previous P&L responsibility.
10+ years of leadership-level experience in the development and implementation of IT management solutions across domains at an enterprise level.
Forsythe is an Equal Opportunity/Affirmative Action Employer. We support a diverse workforce.
Falls Church, Virginia, United States