A New Frontier for ITO – Business Development Expert Advisor
China is the new frontier for Outsourcing. Not just buzzwords and acronyms like off-shoring, best-shoring, right-sourcing KPO, BPO, HRO and Body-Shopping for overseas firms, but ITO for multinational, local state-owned and publicly quoted companies inside the PRC. With the global economy on it’s knees, our client recognize the market opportunity for them to leverage their core IT outsourcing experience in the domestic (China) marketplace to steal a lead on the competition.
As part of a 300 strong country team in a 80,000+ employee company, with offices in more than 70 countries, you will lead their efforts in the domestic IT Infrastructure outsourcing marketplace. Currently Asia Pacific makes up a small fraction (<10%) of their global revenues which run into the billions of dollars, but they are keen to extend the depth and breadth of their reach here, especially in China.
The company have strong free cash flow performance (more than $400m), are extremely well managed and have a loyal and talented employee base. They achieve high retention rates in China by offering employees diverse challenges, supportive environment to work in and lucrative rewards for achievement.
As a key player in their growth in the domestic China market, and reporting directly to the CEO, in Beijing you will work towards the following goals:
•Conduct Market and Competitor Analysis to arrive at the perfect China ITO value proposition.
•Develop market strategies the meet market needs and deliver competitive advantage.
•Conduct successful negotiations at the highest (CxO) level of the customer organisation on complex outsourcing and contractual issues (Assets, Finances, People)
•Establish pricing structures which meet customer and company objectives.
•Transfer leadership of long term ITO programmes to internal stakeholders.
•Focus on Total Contract Value and Customer ROI rather than ‘quick wins’
•Build a best practice framework for solution selling and position the organisation at the front of the thought leadership segment in Infrastructure Outsourcing
•Work with peers and CEO to help define and shape well-aligned KPO and BPO propositions.
•Identify and close out long term deals within target vertical markets
We are looking for:
•Fluency in Mandarin (Note that this is a non-negotiable requirement)
•Somebody comfortable with an individual contributor role and revenue target (this is not a Sales Management role)
•Degree qualification (ideally MBA, higher technical degree or equivalent)
•Experience working for a major outsourcing company or related professional services organisation (Most probably NOT a body-shop)
•Experience in a Client Lead, Business Development, Pursuit Leadership, Sales, Engagement Director or related role at a Senior Level.
•At least 2-3 years experience in Infrastructure Outsourcing (ITO) with at least one successful case in China.
•Someone with a deep understanding of local market dynamics and challenges for ITO in China and push/pull factors, business case development around large scale, complex outsourcing agreements
•An Ideal candidate will be working for a company like IBM, ATOS, EDS, Accenture, or similar.
The role will carry a high-basic salary of up to 800,000 RMB (negotiable for the right person) and strong earnings potential above market-rate.
Buzzwords: Business Development Director, Engagement Director, Outsourcing Sales Director, ITO Director, Head of ITO Sales, Head of Infrastructure Outsourcing Sales, VP of Business Development, Infrastructure Sales, SOA, SaaS, ITO, KPO, Offshoring, Bestshoring, Rightshoring, Outsourcing, Sales Director, Senior Sales, VP Sales
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