Support our sales performance during VALUE ENGAGEMENT (Consists of 4 engagement phases; VALUE ASSESSMENT (VA), VALUE DEFINITION (VD), VALUE COMMITMENT (VC), and VALUE DELIVERY (VDe)) by providing valuable guidance to our clients, allowing them to transform their business, reach their objectives with clear benefits.
Reveal the value during “VA” phase by identifying business drivers, objectives and expected benefits and their key value indicators
Articulate the value during “VD” by defining main customer’s business changes, and identifying the impacted processes to achieve objectives. Define the performance indicators (KPIs) and their targets for these processes. Build a business case for the proposed initiatives.
Define the way to capture and expose KPIs, and initialize monitoring of the value during the during “VC”
Confirm by monitoring the KPIs, assess impact on the business and expose it during “VDe” phase
Capitalize on the realized value, KPIs and KVIs, during the “VALUE UP” phase (Post customer deployment)
On top, depending on seniority:
For Industry Business Consultant Senior and Industry Business Consultant Expert:
Establish 3DS credibility with executives to drive full value achievement of their business transformation by effectively leveraging their people, processes and 3DS solutions
For Industry Business Consultant Expert:
As a trusted advisor, influence decision makers within our customer’s ecosystem.
Specific to Industry Organization:
Understand, develop & capitalize his market knowledge by industry segment to leverage 3DS on his industry & to guide our Sales force to better articulate the value of our Industry Portfolio
Specific to VE WW organization:
Maintain and enhance the VALUE ENGAGMENT Model; Provide the GEOs with coaching and skills excellence program for Industry Business Consultants; Guarantee excellence in execution through gate reviews; Ensure knowledge and know-how capitalization and stock on Industry Business Consultants community
Deliver assigned VALUE ENGAGEMENT missions and produce deliverables
Actively contribute to Industry Business Consultants community
Capitalize deliverables and created values (KVIs and KPIs) in Industry Business Consultants community
Propose topics for Industry Business Consultant talk
Leverage “IFWE Loop” (3DS way to engage with our customers) to manage customer and ecosystem interactions
On top, depending on seniority:
Industry Business Consultant Senior & Industry Business Consultant Expert
Prepare the VALUE PERSPECTIVE based on current account knowledge and aligned with account strategy, and expose it to the customers sponsor.
In support of Client executive or Sales Expert, promote and sell 3DS consulting services to support client’s business transformation:
Build VALUE ENGAGEMENT Customer Presentation
Build the consulting Scope Of Work proposals
Acquire customers’ sponsor for agreement on SoWs
Manage VALUE ENGAGEMENT engagements missions owned by Industry Business Consultants, by controlling and ensuring completion and quality of the deliverables
Define KPIs monitoring mode, process and tools within the 3DEXPERIENCE platform
Deliver VALUE ENGAGEMENT executive presentations to customers sponsor
Provide valuable assets for Industry Business Consulting internal communication (Case study, Customer case, …)
Industry Business Consultant Expert
Actively contribute to account strategy by providing business analysis inputs on customer (Business Model, Customer Value Model, Customer strategy …)
Identify and propose potential partners (C&SI) for each stage of VALUE ENGAGEMENT, and manage the relationship with them
Develop and nurture Customers’ Executive relationships in partnership with SALES EXPERTS and SALES EXPERTS CLIENT EXEC to reveal business transformation opportunities
Specific to Industry Organization:
Capitalize his market knowledge by segment with the Industry Market Analyst in the Industry Book (Industry Trends, Challenges, Transformation, Eco-System, Business Process, What my Industry Value the most etc.)
Support the Industry sales to develop Industry context certification modules & training sessions
Create, maintain, and improve the Industry segment value models: using benefits dependency framework
Contribute to identify Industry KPIs & Business process deliverables as part of the industry deliverables and to quantify the benefits of our solutions
Evangelize the entire Industry team on business & market knowledge to maximize solution value and to ensure a consistent value articulation of our Industry assets (i.e. with Value Models as a core structuring item)
Contribute to create solution value models and review to ensure logical articulation of segments vs. solution value models
Support “Customer Value Roadmap” definition on must list including “Customer Value Model”s definition
Review “Customer Value Model” published by the sales team & improve the “Segment Value Model”s
Contribute to answer RFI and RFP when appropriate and to provide executive presentations
Specific to VE WW organization:
Coach Geo’s Industry Business Consultants during their engagements
Prepare and participate to “VA” gate reviews and participate to post review actions
Build training material and program in coordination with the 3DS University
Enhance and organize certification program for Industry Business Consultants
Enhance the Industry Business Consultants Community (IBC talks, Capitalization, Cockpit, …)
Create and implement new business consulting services
Provide valuable assets for Industry Business Consulting external communication within corporate marketing (white paper, study, Value Engagement success story, Customer testimony, …)
Deep expertise in the business & operations of at least one Industry or specific domain
Knowledge of 3DS Industry Portfolio and offer
Experience with a consulting firm or in a corporate role delivering strategy and operations projects with an emphasis in business transformation and change management, linking operating models, business models and digital technologies
Experience in at least one of following transformation practice areas: Business process architecture and Solution implementation, Business case and use case development, Financial modeling, Analytics strategy and implementation, Complex program management, Enterprise business
Experience selling and implementing enterprise solutions