Description
Director & Travel, Leisure & Entertainment Industry Leader – Consumer & Enterprise Services
Wanted: dynamic and creative individuals ready to connect with a like-minded team. You’ll enjoy all the autonomy you need to help our clients make their digital infrastructure faster and more effective. Free reign for free spirits doesn’t mean you’ve got to go it alone. Over 1400 teammates from around the globe are eager to help you out when things get down to wire. That means you’ll be able to thrive in an organization with a team that supports you and welcomes everyone’s ideas – whether a partner, consultant, or analyst. So get ready to kickstart your career with a team that’s connected – connected by freedom.
Position Overview
ISG is seeking a world-class consultant with digital acumen to lead and expand its Travel, Leisure & Entertainment Industry segments within its Consumer and Enterprise Services business unit. As a Director in one of ISG’s most important and fastest-growing practices, this individual will provide leadership on multiple dimensions: Go-to-market (GTM) strategy and execution; Market insights and thought leadership for Travel and related segments; Relationship and business development with current clients and future prospects; Pipeline development and Pursuit leadership; Hands on consulting delivery for Travel clients; Collaboration across all of ISG’s industry teams and services business units.
The successful candidate will have an established technology track record including:
- Comprehensive understanding of the Travel, Leisure & Entertainments industry segments including Air, Airports, Hospitality, Passenger Rail, Cruise, Car Rentals, Entertainment, and Travel Technology
- Understanding of business drivers/issues/risks/opportunities specific to large and medium enterprises in the above-mentioned industry segments
- Use and leverage of technology services, cost and optimization drivers, personas and buyer intent
- Demonstrated track record of serving as an on-going trusted advisor with top company executives
- Ability to demonstrate hands-on leadership in pipeline development, sales leadership and execution, collaboration across diverse portfolio offerings, delivery leadership
The candidate will be recognized for their ability to strengthen and expand client relationships through professional networking, client successes, and proven domain expertise in business process and enabling technology optimization and/or transformation.
Responsibilities
The Travel, Leisure & Entertainment Industry Leader’s responsibility is to establish and maintain the ISG go-to-market strategy and execution. This includes program design / management, sales and account management, pipeline development, pursuit leadership, and sales conversion with the opportunity for continuous learning via project delivery. Typical ISG consulting engagements range from benchmarking and assessments to strategy and design, through execution and governance across all of ISG’s service portfolio.
This position will directly report to ISG’s Partner and Industry Leader for Consumer and Enterprise Services. The individual is expected to operate independently across sales and operational management and collaborate across ISG’s industry teams and ISG’s service portfolio teams. Responsibilities include:
- Build and grow new/existing client relationships and programs
- Build / Expand programs to additional top and mid-tier firms in the industry segments
- Develop and convert sales pipeline though new logo prospecting and account growth
- Actively manage industry relationships with ISG buyer and influencer personas
- Actively develop and manage sales pipeline, progression of opportunities
- Operational responsibilities for sales, revenue management, and engagement reporting
- Demonstrate expertise in ISG’s core business areas, bridging client opportunities with market insights
- Generate demand opportunity pipeline for ISG with both clients and prospects – craft, customize, and present broad value propositions, point solutions, as well as industry configured solutions
- Leverage external provider partnerships to broaden ISG’s reach and accelerate ideation/innovation
- Guide, partner, and collaborate with ISG service portfolio owners to address specific business, operational, and technology needs and requirements of clients and prospects
- Conduct sales presentations and maintain up-to-date and accurate account forecasts and sales records within ISG’s CRM to facilitate portfolio management, optimize client contact, and facilitate swift opportunity close outs (wins)
- Evangelize ISG capabilities that may benefit clients/prospects and share learned market intelligence with ISG leadership teams
- Exhibit continuous learning with prospects and clients based on hands-on delivery experience as part of the ISG delivery team as appropriate
- Interacts directly with senior client and technology service provider executives
- Independently develops project work plans and customizes to meet client specifications as well as estimates staffing, task duration, and client staffing requirements
- Possesses a thorough knowledge of business unit and P&L budgets, the budgeting process, and corporate finance
- Generates client revenues and manage projects which generate revenue in the amount determined by the annual budget
Required Skillsets
- 10-20% Travel, as most work is currently done remotely but may require travel to client site, conferences, and industry events
- This is a remote position based in the United States
- 10+ years of management consulting experience with a proven track record of success in sales, consulting, advising leading companies on a diverse set of strategic and operational delivery objectives
- Minimum of 5 years' experience in a leadership role directly engaging with enterprise clients in the Travel and related industry sectors. Deep understanding of client drivers and diversity of client needs
- Minimum of 10 years of consulting with hands-on experience developing and implementing strategy; experience with complex strategy, optimization or transformation programs that deliver demonstrative business value, data driven insight, improved operational efficiencies, and new forms of user experiences and engagement
- Domain expertise of the Travel and related ecosystem including breadth and depth of knowledge and engagement leadership experience
- Served as a trusted advisor and interfaced with executive level clients including demonstrated ability to identify client needs and translate business needs into consulting opportunities
- Deep understanding in one or more of the following areas: business process outsourcing, information technology service delivery, indirect procurement of technology/BPO/software/network, cloud, automation
- Significant delivery management experience, including managing teams at all project phases, exemplary track record in successful client relationship management and multi-project oversight
- Practice development experience, including sales and marketing collateral development, PE content, speaking engagements, IP development and solution development
- Expert presentation, verbal and written communication skills with the ability to articulate complex ideas in easy-to-understand business terms to all levels of management including executive leaders
- Proven ability to engage with senior business & technology executives
- Proven ability to successfully establish “Trusted Business Advisor and Technology Partner” relationships
- Relentless drive to organize, identify, work, and close deals
- Outstanding communication (written and verbal), organizational, entity navigating, client satisfaction, and networking skills
- Demonstrates proficient knowledge with MS-Office suite of software applications and tools, including the development of sales materials, executive presentations, reports, and various analysis
Education
- Bachelor of Arts or Science degree in a technical or scientific field
- MBA or other advanced degree(s) desirable
At ISG, we don’t just accept difference — we celebrate it, we support it, and we thrive on it for the benefit of our employees, our clients, and our communities. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. ISG is proud to be an equal opportunity workplace and we are committed to creating an inclusive environment for all employees. The more diverse and inclusive we are, the better our work will be.
The duties and responsibilities described in this job description may not be a comprehensive list. Additional tasks may be assigned to the employee from time to time and/or the scope of the job may change as necessitated by business demands.
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