Practice Director, Security
Day to Day Work
Unisys is a worldwide information technology company. We provide a portfolio of IT services, software, and technology that solves critical problems for clients. We specialize in helping clients secure their operations, increase the efficiency and utilization of their data centers, enhance support to their end users and constituents, and modernize their enterprise applications. To provide these services and solutions, we bring together offerings and capabilities in outsourcing services, systems integration and consulting services, infrastructure services, maintenance services, and high-end server technology. With approximately 23,000 employees, Unisys serves commercial organizations and government agencies throughout the world. For more information, visit www.unisys.com.
Summary:
Reporting to the VP/GM, North America Services Delivery for Technology, Consulting and Integration Solutions (TCIS), the Practice Director for Security in North America will be responsible for managing the PL of the portfolio of security services offerings within TCIS. The role requires managing a security organization spanning marketing, business development, technology services delivery, and enablement of subject matter expertise to guide the practice. A primary goal of the practice director will be to significantly expand the footprint of Unisys security engagements leveraging a spectrum of portfolio offerings and work with subject matter experts and business development teams to grow revenue profitably. You will set the vision for the overall management and execution of strategy to profitably grow revenue in the North American marketplace.
Key Responsibilities:
As the overall practice leader for Security in the geography, you will drive the development and utilization of security resources, as well as:
• Have a pulse on market demands through marketing research and competitive analysis
• Work closely with sales and services delivery teams in driving the business and identity of opportunities
• Forecast, track and execute to committed business metrics such as revenue and margin
• Work with Go to Market teams to define and execute appropriate marketing campaigns, events, customer relationship programs
• Develop and grow new sources of repeat revenue through the use of service-oriented offerings within North America; effectively leverage the resources to grow the total North American revenue portfolio and provide a best practice for penetrating key accounts within the Security space.
• Draw upon the consulting and domain expertise of the Services Delivery organization to close and deliver new business. Apply discipline and best practices with clients and continually work to improve client satisfaction.
• Develop an actionable practice definition and go-to-market strategy that includes target customers, broad definition of customer business needs, and range of services and solution sets that play to the strengths of Unisys’ services offerings
Provide strategic direction for the Security solutions delivery team within North America; drive market assessment and determine priority areas that fulfill North America strategic direction. Ensure resources in the region are equipped to address changing customer demands.
• Quickly grow client credibility with the ability to interact across multiple levels of management and maintain strong client relationships. The successful candidate will orchestrate all due diligence resulting in client credibility. Further develop the relationship with existing clients to ensure that clients fully understand the benefits of Unisys’ service capabilities and maintain commitment to operational excellence.
• In concert with the NA VP/GM, develop an annual financial plan for the North American Security Practice; be responsible for achieving/exceeding the revenue, expense, operating margin and profit objectives in the plan.
• Effectively attract, recruit, hire and train the team of delivery resources in North America. Provide discipline to the team through a cadence of rigor around accurate forecasting, continual performance management of your delivery resources, and efficient training support for the delivery workforce.
Required Experience:
• A broad understanding of the security domain is required. In-depth expertise in a particular security area is highly recommended. Deep understanding of current market trends, solutions, technologies, industry best practices and offering positioning against competition to ensure availability and readiness of delivery talent.
• At least 15 years of overall solutions and services management proficiency, with at least 10 years of PL management experience leading teams within a management consulting or professional services organization. Ideally, one who has personally demonstrated management of a region and ownership of delivery resources within an organization providing innovative service offerings. The ideal practice director will possess significant experience and a successful track record of revenue management, growth and delivery excellence. Experience working with clients, managing performance, improving profitability and executing a successful go-to-market strategy. Experience in security related products and services, is required.
• Ability to develop strong client relationships and ability to maintain high level executive contact with clients; in-depth knowledge and experience in dealing with multiple clients in the public sector, financial services and other commercial industries.
• Strong leadership skills; demonstrated ability to attract, build, mentor and direct a high-performing cohesive team that can effectively sell profitable consulting services.
• Subject matter expertise as an author of articles, books or analyst reports on security would be preferred. Demonstrated ability to be successful in a matrixed organization and to enlist support and commitment from peers in selling and profitably managing deployment of consulting resources.
• A college degree in business or marketing and an MBA are recommended.
• Strong written and oral presentation skills are required.