Subject Matter Expert - Sales

Title: Subject Matter Expert - Sales
Duration: Through 4/10/27
Location: Remote with some travel
Hours: 20 hours a week

Responsibilities

• 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

Desired Background & Experience

• 15–20+ years in managed services/outsourcing, split between a top-tier provider (Accenture, IBM, Our Client, Our Client, 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
• Experience in our priority sub-sectors (industrials, aerospace & defense, diversified manufacturing) is a plus given current focus — RTX, Lockheed Martin, Ball Corporation, Waste Management, Caterpillar,etc.
• 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
• 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
• 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

Rate: $100+/hour, depending on experience