Director I - Consulting

UST; Bayan Lepas; On-site; MYR 300,000 - 400,000; Full time

Job summary

A leading consulting firm in Malaysia is seeking a Consulting Director to spearhead practice delivery and business development. This role involves managing large teams, driving digital transformations, and maintaining client relationships. The ideal candidate will have over 20 years of experience in IT operations and consulting, showcasing strong leadership in complex environments. Competitive compensation package offered.

Benefits

Competitive salary

Team development programs

Qualifications

• 20+ years experience in IT delivery and operations.
• Proven track record of managing large teams with over 100 members.
• Deep understanding of UST's services and platform offerings.

Responsibilities

• Lead the consulting practice delivery and business development.
• Manage key client relationships and service delivery.
• Drive digital transformation initiatives with clients.

Skills

Consulting

Business Development

SME

Stakeholder Management

Financial Planning

Job description

Role Description

Role Proficiency:

The Consulting Director will strategize architect and independently handle Consulting Practice Delivery and Business Development across very large and multiple accounts or a region. Leading a team to manage service delivery across multiple business domains industry verticals and accounts encompassing design development maintenance and support of offered services as well as client engagements.

Outcomes

• Plays a key role in advising clients on their business and technical problems as a Subject Matter Expert (SME); identifying innovative and transformational solutions
• Frame strategies and formulate appropriate tactics to protect and grow the revenue of existing accounts or region by right positioning Consulting services and offerings through sound business value communication.
• Review and create delivery strategy for projects across client accounts including advocating delivery excellence digital transformation as appropriate creating business outcomes that the client strives to achieve. Management of service levels and commitments from UST.
• Manage key client and internal stakeholders for engagements. Understand expectations and facilitate business requirements status meetings governance for engagements. Engage and work with client and UST stakeholders and drive through the E2E requirements of the delivery ensuring customer expectations are met.
• Drive digital transformation with clients and teams focus on service improvements and value-adds. Propose innovative ideas to the customer beyond standard delivery for all types of engagements.
• Drive Service Level management pre-empt and mitigate delivery risks. Create/review risk and mitigation strategy regularly. Communicate proactively with leadership to flag risks and ask for help.
• Fully accountable for the profitability (EBITDA) of the assigned accounts or region with specific targets. Manage P&L effectively for the portfolio. Apply financial levers like utilization pyramid correction contract shifts and differentiated pricing models to continuously improve the cost of delivery and engagement level profitability.
• Responsible to lead large team of business technical delivery and operational support with high level of team motivation and employee satisfaction. Provide individual team and peer mentoring as appropriate and required to develop capabilities within the team function and organization
• Coach leads within team on leadership abilities. Groom leaders to take up higher level roles upskill themselves and manage projects/engagements effectively and independently.
• Prepare and present business reviews to leadership
• Develop the customer relationship to a consulting level by positioning UST as a partner of choice for digital transformation and ongoing delivery support
  
  

Measures Of Outcomes

• Revenue (Targets vs. Actuals)
• Profitability (Targets vs. Actuals)
• Digital / Cloud/ Platform Services Mix (Targets vs. Actuals)
• Value Delivered to Client (As defined)
• Customer Satisfaction
• People Satisfaction
• EBITDA improvement % and $$
• Number of unsolicited proposals (or) innovative ideas presented to customer
• Number of leaders developed and transferred to different engagements
  
  

Outputs Expected

Business Strategy and Tactical Design:

• Form ideas and frame business and delivery strategies for the assigned accounts or region.
• Spearhead the business development with effective business and profit management
• Develop the business and delivery eco system in sync with dynamically changing business situations.
• Conceptualize new solutions based on forecasting market trends and customer needs
• Create and validate roadmap for customer strategy
• Review to contextualize the solution to the industry
• Create or review an optimal assessment framework applicable across the majority of service offerings. Identify scope for rationalization and optimization or enhancement of capabilities.
• Identify business and technology skill sets/product capability to be built or acquired over the next 2 to 3 years based on industry trends and client direction
• Define business benefits of solution adoption to the client. Manage proposal responses and work with the solution team to craft the best and most optimal options. Work with finance on creative pricing options/strategy.
• Ensure consistent reusability of tools and best practices across projects; influencing product and technology selection strategy
  
  

Business Development

• Develop business and delivery plan for the assigned region or accounts suitably conceiving the organization strategies and business vision
• Identify potential opportunities for new service offerings based on customer voice/ partner inputs / industry connects and trends
• Have meaningful conversations with key client stakeholders interpret the data and enhance the quality of the proposed solution
• Make useful recommendations based on existing gaps and recommend specific UST services / solutions. Recommend holistic solutions that lead to large highly complex deals and act as differentiators in positioning UST with client
• Support the development of business case for investments for approval from senior management.
• Work with partners to co-develop a joint GTM
• Review RFPs/RFIs/RFQs to understand scope of the request and guide teams to respond.
• Work with the solution team to develop a strong proposal addressing the requirements guide the response team on response sections including delivery and solution. Write executive summaries for solution responses clearly articulating value proposition and differentiators.
  
  

Engagement Management

Project Control And Review

• Manage deals and work with internal teams as needed to develop competitive proposals both from a solution and commercial perspective. Review and validate solutions in proposals and architect solutions for large / transformational deals
• Design and implement control measures and governance for delivery excellence valuation and EBITDA and contractual KPIs
• Maintain excellent customer relationship key stakeholders to elevate and maintain the engagement in a partnership and consulting level
• Identify opportunities for optimization of cost / time / asset utilization in complex projects and advise relevant teams accordingly where possible
• Create cost benefit model using ROI Payback IRR and other financial management concepts
• Change pyramid rate changes contract shift and other onshore / offshore changes to manage costs
• Prepare internal reports – account review revenue forecast EBITDA improvement plans blueprint reviews etc
• Review project estimations; plans and guide project/program/delivery managers on implications around cost schedule timing and outcomes.
• Provide inputs on resource planning (pyramid people development) at a practice level and provide guidance at a project / engagement level as needed.
• Review benchmarks stakeholder management communication plans KM plans transition plans. Critique plans and coach teams on managing project and engagement risks and planning appropriately.
• Handle any escalated needs/priorities/issues.
• Engage with teams on lessons learned and embedding that back into delivery; sharing that with peers and delivery excellence teams. Promote continuous learning.
  
  

Knowledge Management & Capability Development

• Provide inputs to teams for training etc.
• Identify training needs and conduct internal sessions to meet the same
• Partner with UST Gamma and also other skill development agencies to create curriculum assessments training programs and courseware based on new service offerings / solutions etc.
  
  

People Management

• Support technical evaluation of external and internal candidates to meet project requirements
• Perform career guidance and performance management for junior architects
• Set direction and mentor a team of architects
• Create a culture that is conducive for the team to take initiatives
• Increase team satisfaction and retention
  
  

Innovation And Thought Leadership

• Participate in external forums (seminars paper presentation. etc.) to showcase UST capabilities and insights
• Interact and engage with customers/ partners around new innovative ideas concepts assets; as well as industry trends and implications
  
  

Manage Outcomes

• Identify different types of outcomes sought (economic / financial value organizational stakeholder)
• Identify outcome measures for clients and UST ways of measuring them objectively and present dashboards demonstrating benefits.
• Quantify and communicate with stakeholders including client.
  
  

Skill Examples

• Ability to manage the IT delivery and operations
• Skill in managing the budget and profitability
• Talent for leading and building large teams
• Ability to manage 360 degree relationships across external and internal stakeholders
• Aptitude to learn conceive and adapt to the dynamic business and technical eco system
• Ability to build and manage partner and vendor eco system
• Capability of setting goals and providing feedback to team members
• Ability to be a corporate citizen with high level of organizational values and personal integrity.
  
  

Knowledge Examples

• Deep understanding/ awareness of UST Service and Platform Offerings
• Expert level comfort in ITIL framework
• Proven track record of handling large delivery / operational engagement with more than 100 team members over 5 years with total relevant experience of over 20 years
• Understand the drivers of customer success and engagement success
• Risk identification measurement and approach for risk management and reporting
• Client and UST business strategy and business functions
• Financial planning and budgeting
• Art of questioning and critical thinking
  

Additional Comments

The Consulting Director will strategize, architect and independently handle Consulting Practice Delivery and Business Development across very large and multiple accounts or a region. Leading a team to manage service delivery across multiple business domains, industry verticals, and accounts encompassing design, development, maintenance and support of offered services as well as client engagements. --- 1. Plays a key role in advising clients on their business and technical problems as a Subject Matter Expert (SME); identifying innovative and transformational solutions 2. Frame strategies and formulate appropriate tactics to protect and grow the revenue of existing accounts or region by right positioning Consulting services and offerings through sound business value communication. 3. Review and create delivery strategy for projects across client accounts including advocating delivery excellence, digital transformation as appropriate, creating business outcomes that the client strives to achieve. Management of service levels and commitments from UST. 4. Manage key client and internal stakeholders for engagements. Understand expectations and facilitate business requirements, status meetings, governance for engagements. Engage and work with client and UST stakeholders and drive through the E2E requirements of the delivery, ensuring customer expectations are met. 5. Drive digital transformation with clients and teams, focus on service improvements and value-adds. Propose innovative ideas to the customer beyond standard delivery for all types of engagements. 6. Drive Service Level management, pre-empt and mitigate delivery risks. Create/review risk and mitigation strategy regularly. Communicate proactively with leadership to flag risks and ask for help. 7. Fully accountable for the profitability (EBITDA) of the assigned accounts or region with specific targets. Manage P&L effectively for the portfolio. Apply financial levers like utilization, pyramid correction, contract shifts, and differentiated pricing models to continuously improve the cost of delivery and engagement level profitability. 8. Responsible to lead large team of business, technical, delivery and operational support with high level of team motivation and employee satisfaction. Provide individual, team and peer mentoring as appropriate and required to develop capabilities within the team, function and organization 9. Coach leads within team on leadership abilities. Groom leaders to take up higher level roles, upskill themselves, and manage projects/engagements effectively and independently. 10. Prepare and present business reviews to leadership 11. Develop the customer relationship to a consulting level by positioning UST as a partner of choice for digital transformation and ongoing delivery support

Skills

Consulting,Sme,Business Development