Managed Services / BPaaS Market Development

Job Title: Managed Services / BPaaS Market Development
Location: Remote
Contract: 6+ Months

Additional Details for Role:
Target Capability Areas
- Managed services market positioning across BPaaS and IT managed services, not delivery execution
- Within BPaaS: Finance, HR, and Supply Chain — where our capability build-out is currently focused
- Executive relationship development at CIO/COO/CFO level over multi-year sales cycles
- Competitive displacement and incumbent-unseating strategy
- Deal shaping and RFP pre-positioning, 18–24 months ahead of renewal or bid events
- Fluency in managed services commercial models: outcome-based pricing, BPaaS economics, labor/tech cost curve dynamics

Desired Background & Experience
- 15–20+ years in managed services/outsourcing, split between a top-tier provider (Client, IBM, Capgemini, Infosys, Cognizant, DXC) and client-side (CIO or CFO organization, sourcing or vendor management). Buyer-side experience lets them think like the client, not just sell to them.
- Track record in Finance, HR, or Supply Chain BPaaS specifically, not only IT managed services
- Originated and closed large (?***M+ TCV) managed services or BPaaS engagements, with incumbent-displacement wins
- Prior market-facing role: the face of a managed services practice with clients, analysts (Gartner/ISG/Everest), and industry forums

Network & Relationships
- Active CIO/CFO/COO relationships at Fortune 500 industrials and A&D companies; warm relationships at 2–3 named priority accounts is ideal
- Standing with Gartner, ISG, Everest Group, HFS — firms that influence managed services shortlists
- Public visibility in managed services circles: speaking, advisory boards, published POV

Scope of the Role
- Not an account team member, not a delivery lead. Market-facing, pre-sales shaping role that operates ahead of the account team.
- Build multi-year relationships with target clients before an RFP exists, open executive doors, shape how the client defines the opportunity before competitors are in the room
- Work directly with account teams to build their confidence and fluency selling Operate and our broader capabilities — coach them, not bypass them
- Partner with sector Champions and account PPMDs; hand off to the account team once an opportunity is qualified and shaped
- Measured on opportunities shaped/originated 12–24 months out and on account teams' improved ability to sell Operate independently

Required Skills
- Strong, credible seller with a track record of winning — not just relationship-building. Credibility with clients and with our own people.
- Executive presence to walk into a CIO's or CFO's office, cold or warm, and be treated as a peer
- Runs both the "why change" conversation (cost thinking to competitive-advantage thinking) and the "why us" economics conversation
- Fluent enough in commercial models (labor vs. tech arbitrage, BPaaS pricing, SLA/KPI design) to co-create a POV with the client
- Coaches account teams rather than working around them
- Operates without a defined account team behind them initially