Industry SME Contractor

Senior Managed Services / BPaaS Market Development Leader

Job Summary

We are seeking a highly experiencedManaged Services / BPaaS Market Development Leader to drive market positioning, executive relationship development, opportunity origination, and strategic deal shaping across our managed services portfolio.

This is amarket-facing, pre-sales and opportunity-shaping role focused on engaging senior executives well ahead of formal RFPs or renewal events. The successful candidate will establish trusted relationships with CIOs, CFOs, and COOs, shape client agendas, position differentiated managed services solutions, and create qualified opportunities for account teams.

The role will focus particularly onBusiness Process as a Service (BPaaS) acrossFinance, HR, and Supply Chain, while also leveraging broader IT managed services capabilities.

This isnot a delivery leadership or traditional account management role. The individual will operate ahead of the account team, helping clients define their future-state needs, shaping the commercial and business case, and coaching account teams through the sales process.

Key Responsibilities

• Develop and execute market positioning strategies forManaged Services and BPaaS offerings.

• Focus on BPaaS opportunities acrossFinance, HR, and Supply Chain.

• Build and maintain long-term executive relationships withCIO, CFO, COO, and other C-suite stakeholders.

• Engage clients12–24 months ahead of major renewals, sourcing events, or RFPs to shape requirements and influence buying criteria.

• Identify and originate large-scale managed services and BPaaS opportunities.

• Leadcompetitive displacement and incumbent-unseating strategies.

• Conduct executive-level "Why Change?" and "Why Us?" conversations focused on business transformation, cost optimization, operating-model improvement, and competitive advantage.

• Shape solutions, commercial models, value propositions, and business cases in partnership with account and solution teams.

• Provide guidance onoutcome-based pricing, BPaaS economics, labor/technology cost structures, SLAs, KPIs, and commercial models.

• Partner with sector leaders, account executives, and senior leadership to convert market opportunities into qualified pursuits.

• Coach account teams on how to position and sell managed services and BPaaS solutions effectively.

• Build opportunities independently before a formal account team or RFP exists.

• Transition qualified and strategically shaped opportunities to the appropriate account teams for execution.

• Develop relationships with industry analysts and influencers, includingGartner, ISG, Everest Group, and HFS.

• Represent the organization at industry forums, executive roundtables, conferences, and other market-facing events.

• Develop and publish market perspectives, points of view, and thought-leadership content related to managed services and BPaaS.

• Maintain a strong understanding of market trends, competitor positioning, commercial models, and client buying behavior.

Required Qualifications

• 15+ years of experience in managed services, outsourcing, BPO, BPaaS, consulting, or related services.

• Significant experience with a leading services organization such asAccenture, IBM, Capgemini, Infosys, Cognizant, DXC, Deloitte, TCS, Wipro, Genpact, or similar.

• Experience