Cluster Farming Head (BFSI) Germany

Location(s): Germany
Salary: £200000
Type: Permanent
Workplace: Office-based

Title
Cluster Farming Head

Location
Frankfurt

This position is part of Germany, GmbH

The Cluster Sales head is accountable for both farming (up-sell and cross-sell) and delivery in a large portfolio of accounts. The incumbent will be responsible for driving profitable growth in the accounts by:

Developing strategic relationships with decision makers and influencers in the customer’s organization
Creating and sharing sales success stories
Ensuring superior customer satisfaction through world class delivery

Key responsibilities

Provide guidance and leadership to the team of Client executives handling individual accounts
Develop and strengthen relationships with decision makers and influencers in the portfolio of accounts.
various functions including outside the CIO organization. You should become a trusted IT advisor to the customer and should participate in their strategic planning
Build a trusted group of referable contacts who can vouch for us. Execute a plan to develop Partners. Build personal connections and gain access to new contacts. Ensure a balance of customer engagement across business, management and operations.
Identify growth opportunities in the accounts and lead account strategy and planning. Drive penetration in the customers’ business units and maintain a comprehensive account growth strategy. Regularly monitor sales trends, market dynamics and incorporate them into the existing account strategy and plan.
Mentor and nurture the next line of leadership in the account team. Hire and groom the right talent for the portfolio across levels.
Ensure cross-geographic synergies in project management and delivery execution. Leverage internal sales and delivery resources to give the customer an enhanced delivery experience. Conduct regular delivery reviews to prevent cost and schedule overruns.
Monitor key metrics on a regular basis and plan for initiatives and actions to achieve cost optimization and improve service standards. Identify potential weak areas in delivery and devise corrective action plans to ensure on-time and defect-free delivery
Showcase our solutions as a right fit to the customer organization through workshops, presentations and executive meetings. Push for higher value services and solutions to the customer in line with our offerings

Skills and Qualifications

15-20 years of experience in managing Large portfolio of account/s in the IT services industry. Preferably in a Consulting/System integrator organisation.
Experience in global service delivery models. Ability to work with an offshore/near shore models
Strong background in Application Services, Engineering services and infrastructure services preferred
Strong Banking and financial Services/Insurance domain expertise and network in customer organisations expected
Fluency in English and German language preferred.
Excellent ability to communicate effectively along vertical and horizontal lines internally and in client organization
Previous experience in managing 50+ million USD Portfolio

Candidates with Disability and appropriate suitability have preference.

Stakeholder Interaction

*Stakeholder Type*	*Stakeholder Identification*	*Purpose of Interaction*
*Internal*	BU Head/ Vertical Head	Strategy and governance
	GCP/ CP/Hunters	Business review and opportunity identification, accounts review, market intelligence, strategy, Review of delivery performance, escalation management
	BU Delivery Leadership	Review of delivery performance, escalation management, issue resolution on SLA compliance/utilization/ fulfilment etc.
	Geo Head	Business review and opportunity identification, leverage networks, accounts review, market intelligence, strategy, Review of delivery performance, escalation management
	Ecosystem Leadership	Competency and solution development
	Pre-sales team	Develop GTM and deal structuring
	Finance Team	Revenue/ OB booking, business planning, etc
	WMG & Delivery Excellence	Fulfilment of open positions, delivery improvement
	Global Talent Acquisition, Global Campus Head	For recruitment strategies and governance
	Marketing	Events, collaterals, etc
*External*	Clients	Drive business growth and relationship management
	Analysts/Advisors	Drive market recognition and referencability, market intelligence, leverage networks and contacts
	Vendors/ Startups/ Niche partners	For tools and server management, trainings, technology platforms, talent, networks, capabilities etc
	Industry/ Technology forums	Best practices, market intelligence, knowledge sharing and potential hiring

Display

a. Lists the competencies required to perform this role effectively:

Functional Competencies/ Skill

Domain/Industry Knowledge – Awareness and knowledge of broad economic, demographic, technological and global trends within industry – Master
Systems Thinking – Understanding of our system (interrelatedness, interdependencies and boundaries) and perform problem solving in a complex environment - Master
Leveraging Technology – Knowledge of current and upcoming technology (automation, tools and systems) to build efficiencies and effectiveness in own function/ Client organization – Expert
Market Intelligence – Knowledge of competition, clients, partners/ advisors/ influencers in the geography, market and technology trends across geography within own industry – Master

Business Management – Knowledge of Deal structuring, revenue cycle and management, financial systems, P&L etc - Expert

*Competency Levels*
*Foundation*	Knowledgeable about the competency requirements. Demonstrates (in parts) frequently with minimal support and guidance.
*Competent*	Consistently demonstrates the full range of the competency without guidance. Extends the competency to difficult and unknown situations as well.
*Expert*	Applies the competency in all situations and is serves as a guide to others as well.
*Master*	Coaches others and builds organizational capability in the competency area. Serves as a key resource for that competency and is recognised within the entire organization.

b. Behavioral Competencies

Strategic perspective
Business Acumen
Networking

Managing Complexity
Client centricity
Execution excellence
Change agility
Passion for results

Nurturing people
Resilience
Stakeholder Management

Deliver

*No.*	*Performance Parameter*	*Measure*
1.	Financials	Revenue and OB target achievement – Hunting and farming, Operating margin %, leakage from OB to revenue, quality of OB
2.	Market Leadership	Analyst Ranking/Ratings, Revenue/Market share, # Public References
3.	Customer	PCSAT and ACSAT score, Pulse score, Customer complaints – received, time-to-closure, Brand score, no. of customer references, Win Lose Ratio
5.	Account Management	New solutions added, Customer wallet share growth, Customer attrition rate, new logos added, DIDI penetration %
6.	Delivery Management	Contractual adherence %, Quality index, Utilization %, cost of delivery, overdue indent
7.	Team Management	Team attrition %, Employee satisfaction score, localization %, gender diversity %

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Cluster Farming Head (BFSI) Germany

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