Joulestowatts Business Solutions

Practice Overview: Commercial and Solution Analytics

The Commercial and Solution Analytics practice advises enterprises and service providers with spend and pricing strategies in sourcing arrangements respectively, across IT & Business Process areas. On the buy-side, the practice advises enterprises on extricating fair value from their sourcing portfolio via vendor consolidation, pricing and delivery restructuring, contract optimization, and digital-led disruption. On the supply-side, the practice helps providers with go-to-market pricing strategies globally, cost of delivery restructuring, pursuit support in competitive situations, and improving win and renewal rates. 

Job Description:

A Practice Director role in the Commercial and Solution Analytics practice is highly entrepreneurial wherein the individual is responsible for client management, project management, leading analysis and problem solving, team development, shaping new services / capabilities, and working with senior leadership and marketing to take the new capabilities to market.

The role reports directly into the VP/Partner. Practice Directors should have the capability to lead teams on various initiatives or projects. They manage a team of analysts focused on a specific area (e.g., pricing and related aspects in product engineering services) and need to be involved in all aspects of developing the capability or area.

The individual should have the capability to deliver analysis and advice to blue chip clients through custom projects, client inquiry, speeches, and other deliverables. The candidate must be able to analyze, write, participate actively in the sales cycle, consult, present in front of large and small audiences, work with senior executives, develop complex and compelling scenarios, and work with clients solving strategic outsourcing issues.

A significant component of work extends beyond just unit pricing analysis, to include elements such as best-in-class ongoing productivity, Return on Investment (ROI) from transformation, and solution design elements (sizing, staffing mix, shoring, etc.) Sample engagement types where the individual is likely to play a key role include (not exhaustive, the individual will focus on Engineering Services):

• Supporting a leading automotive client with a detailed commercial assessment of their existing engineering services contract to help them decide if they should renew with their current vendor or go to market with an RFP for a new vendor.
• Supporting a Tier 1 broad-based service providewith solution metrics for digital twin implementation. These would typically include phase wise effort distribution, typical roles observed in such implementation, offshoring and pyramids across phases of the implementation, sensitivity impact based on factors such as number of integrations, etc. 
• Supporting a specialist engineering provider with market benchmarks on the impact of GenAI on deal productivity in software product engineering deals
• Supporting a specialist engineering provider with traditional performance metrics (SLAs/KPIs) as well as XLAs across software product engineering, industrial manufacturing operations, and embedded and systems engineering areas
• Supporting a manufacturing enterprise in assessment of their engineering outsourcing spend globally. This would include review of pricing, solutioning, outsourcing strategy etc.
• Supporting a Tier 1 IT broad-based service provider with a bid review and validation of a live pursuit to identify gaps and recommendations on solution model, commercial/pricing models, financial engineering, or pricing.
• Working with the commercial leadership team at a specialist engineering provider to help them understand examples of best-in-class outcome-based and output-based models within the industry. 

Key Responsibilities:

• Execute against client mandates by leading a team on analysis, reporting, and client syndication against agreed milestones.
• Actively involved in business development via proposal shaping, client walkthroughs, responding to RFPs, seeding opportunities, attending and presenting in conferences, creating thought leadership, partnering closely with Everest Group’s sales and marketing teams.
• Manage client relationships at middle to senior stakeholder groups.
• Supervise team activities and take an active role in the professional development, growth and mentoring of her/his team members.

Education and Experience We are seeking a high calibre individual to maintain our exceptional standards.

This person should have:

• 6 to 9 years of experience in one of the following o Solution design/price to win/bid management teams within broad-based service providers and specialist engineering providers
• Other relevant teams within IT service providers with a solution and pricing purview.
• Ability to understand market trends in outsourcing, shared services, and/or offshoring industry preferably in the areas of solution development and commercial structuring of deals.
• Exposure to pricing of outsourcing services in multiple areas of engineering services (software product engineering, industrial manufacturing operations, embedded and systems engineering)
• Strong client presence and presentation skills
• Strong relationship orientation
• Excellent written and oral communication skills
• Collaborative work style; strong interpersonal and team skills
• MBA from a reputed B-school (preferred