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Company : NYSE listed $1B IT services SI
Compensation : BASE: $160K to $190K + BONUS
Type : Full Time
Location : Detroit
There are five Vertical industry Business Units:
- Insurance
- Financial Services
- Product Engineering
- Manufacturing
- Telecom, Utilities, Retail and growth industries
History
Product Engineering Services Business Unit (PES)
Beginning in 2001-2002, We launched a new technology practice and business to service the engineering side of the customers’ organization. The nucleus came from the existing relationships in the Embedded systems and Systems engineering space. From this standing start, the business has grown in revenues to $90M in 2006, with plans to get to $120M by the end of 2007.
PES business unit today is a focused organization charged with driving robust growth by pursuing product engineering services on a vertical go to market basis. There are over 2,800 people in PES today and it is the fastest growing business in Patni. A distinguishing characteristic is the high offshore (from India) proportion of the delivery (80 %+) in a global delivery and sourcing model.
Our customers are diverse and relationships vary in size from developing at less than couple of millions to over $20M per year. A full complement of the services required to be supported by hardware and software development lifecycles are available.
The sales teams operate on the basis of a dynamic that includes focus on genuinely new customers and expanded new and continuation business from existing customers. These teams are aligned by the groupings and sub-verticals below.
Customers and a sub-vertical go-to-market approach are grouped as:
- Enterprise platforms and software product companies
- Storage, Networking & Computing
- Automation & Controls
- Automotive
- Medical, Life Sciences and Healthcare
Automotive:
- Automotive: We offer high end engineering services to Automotive OEM’s and Tier ½ companies. The customer base varies from leading global Automotive OEMS to Tier 1’s with products serving the Infotainment, Body electronics, Drive control and safety engineering needs of the Automotive industry. We provide complete product realization services, from creating product road-maps, architecting product platforms, product VV&T to sustenance of software products and platforms.
We consult their customers on technology strategies like product re-engineering, cost take out strategy, safety standards, Automotive Industry standards, Requirement engineering, product line architecture, test automation in HIL, SIL and PIL environments and so on.
Across Business Unit
Some functions which cut across the business unit are listed below
Technology:
- Semicon and Hardware engineering – Full blown service offering for chip design, board design component obsolescence
- CAD/CAM/ CAE – Service offering for customers requiring these services across vertical spread
Operations
- Operations – Support for sales and solutions teams in the US for logistics supporting business model.
- · Client Partner – We operate account management for key customers through a client partner model that cuts across the sub-verticals.
We practice solutions selling and there is a separate team of Solutions Architects who work with the sales teams in going after customers in specific verticals. Leadership for Sales and Solutions is separate. The Solutions teams have deep domain expertise and are keen to the challenges that prospects and customers have in pursuing outside partner relationships for product engineering and development.
The delivery team is led primarily from offshore, and while completely under the control of the PES leadership team, delivery management is aligned in a matrix manner with Sales and Solutions in the delivery of solutions for customers.
To achieve the goals we have set for ourselves in this area, we need to expand the leadership ranks, to be positioned to move quickly in pursuing opportunities and providing timely, scalable and high quality solutions to our customers. Towards this end, we have made changes to consolidate and re-focus the sales, solutions, delivery and the business operations leadership teams within the new business unit. Today we have an established SVP leading Solutions and SVP leading US Sales for the consolidated business unit. The immediate need is to expand the leadership in sales and solutions teams.
The Person
The successful candidate should have a strong skill set to continue to improve the business processes of the company and increase customer satisfaction. The person will report to the Sr. VP/ VP of Solutions of our PES unit and collaborate with the senior leadership to deliver on the company’s strategy.
This executive will have demonstrated his/her ability to aggressively grow a similar sized services business, as well as to focus on high-end technology solutions. This will be evidenced by not merely growing with the market, but also by leading an organization to profitably gain market share and grow faster than competitors. This individual should not only have a strong process oriented background, as well as be technology “savvy”, but also must possess true general manager disciplines with a proven grasp of the P&L and detailed financials and proven sales capabilities. Personally, the successful candidate will exude confidence; inspire teamwork and collaboration; and be seen as a good coach, mentor and advocate.
The successful candidate will possess the following qualities but in no particular priority:
- Undergraduate degree (Electronics preferred) required; advanced degree a plus.
- Proven record in managing production grade design engineering projects in the Automotive industry
- Experience managing a engineering group over a multi-year project either at a Automotive OEM or at a Supplier to the Automotive OEM or a Technology provider to the Automotive OEM
- Technical orientation: Strong affinity to technology. Good understanding of technical trends and ability to understand the benefits and risks,
- Industry experience with solutions selling is a plus
- Involvement with Industry standard organizations like Autosar, AutoSpice is a plus.
- Entrepreneurial nature and background with management skills and a positive attitude toward risk management
- The ability to blend within a “collaborative structure”
- Ability to lead and expand a team of key solutions architects
- Skills to manage multicultural issues and mentor a team
Knowledge & Minimum Qualifications Required:
- Undergraduate degree required; advanced degree a plus.
- 10 + years experience (with 4 years+ in the automotive electronics industry)
Key Responsibilities
Consulting & Technical Architecting
- Conceptualize and develop new value propositions. Creating technical and business solutions specific to markets and customers RFP’s
- Consulting engagements like Product strategy, Road map creation, Joint product architecting, program management
- Competitive strategy – Competition profiling, creating and defending differentiators, Unique selling proposition, strategies to win against competition
Pre-sales / Technical support
- Support Sales and account management teams during the sales cycle by helping build credibility in key customer meetings
- Build and maintain ongoing relationships with Peers and seniors in the customer organizations through active participation in reviews / meetings
Industry leadership
- Brand building and enrichment : Events, Alliances, Memberships, road shows
- Thought leadership – Speaker positions, seminars, white papers, webinars, analyst sessions
- Market intelligence
- Gather and present information, track important information, mentor and guide the sales and delivery teams for market needs
- Growth strategies : Identify new verticals, Business plans, new service offerings, new solution sets
Mentoring role:
- Mentor solution architects / account managers / sales personnel / delivery team members depending on the need to face customer situations
- Contribute to training programs / collaterals etc
In addition to the above the person must be very strong in our minimum competency requirements:
Business Acumen
Metrics & Analytics
Leadership & Communications
Entrepreneurial Tendencies & Energy Level
Relationship Building
Execution & Strategy
Commitment
Intellectual Agility
Business Acumen: The ideal candidate will have successfully partnered with corporate and business leaders in evaluating business initiatives. The candidate should understand how to run a business ‘by the numbers’, suggesting that the ideal candidate is not only financially astute and has excellent analytical skills but is also able to lead by example, driving the overall organization to focus on results. Experience running a fully integrated business, particularly one that can be hard-driving, would be a distinct plus.
Metrics & Analytics: The candidate must be capable of and comfortable with quantitative metrics and analysis. The successful candidate will be able to articulate the current state of our business in quantitative terms.
Leadership & Communications: Excellent leadership skills and an effective and open communication style are essential. The ideal candidate is mature, self-confident, and sufficiently aggressive to champion ideas which he/she feels are in the best interests of the company, but also someone who can listen well and incorporate the ideas of others, resulting in win-win solutions. They will have the ability to communicate upward and downward with equal ease of effort while projecting a strong team orientation. Additionally, the person will be responsible for building and developing teams and, therefore, should have demonstrated capacity to hire, motivate, train and promote.
Entrepreneurial Tendencies & Energy Level: The Person must have strong entrepreneurial tendencies and a high energy level. The candidate must enjoy and indeed thrive in a fast-paced environment, which constantly generates new challenges that can result from growth or industry conditions. Our environment could be characterized as entrepreneurial in nature. The ideal candidate must be a facile thinker, someone who can mentally ‘parallel process versus thinking sequentially. If a candidate has not experienced an aggressive growth environment, he/she should still be comfortable with driving for growth and change in a competitive business environment.
Relationship Building: The ideal candidate has developed excellent facilitation, persuasion, and teamwork skills and has the ability to see the ‘big’ picture. Moreover, high integrity and mutual trust are essential to successful execution within our ever-changing environment.
Execution & Strategy: Demonstrated consistent effectiveness at executing against plan is an absolute must for the person. This candidate must be able to handle both tactical execution as well as strategy formulation at the highest levels. Must be able to manage down to the level of details when necessary ("make it happen”). Key to execution will be the ability to thrive in the environment with competing and shifting priorities.
Commitment: The successful candidate is comfortable with, and capable of, understanding our service offerings within an ever changing and rapidly developing technology outsourcing solutions industry. A commitment to success and an aptitude for flexibility are essential.
Intellectual Agility: Given the fast-paced decision making environment at our company, to be successful the candidate must be intellectually agile—as comfortable in dealing with concepts and complexity as with details and simplicity. Specifically, he/she should be able to see all potential consequences of a business decision/action, down to its subtleties, and practically address the possible impacts of the decision. In order to do so, he/she must be able to think things through carefully. He/she should know when (and with whom) to influence using concepts vs. details, and vice versa. While logic and objectivity should be primary guides in decision-making, the intellectually agile executive will be considerate of the sensitivities of a particular situation. Moreover, he/she should be quick on his/her feet.
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Please email your resume to Strategic Talent Acquisition and Retention team at Click here for Email Please specify position title in the subject line. |