Director & Travel, Leisure & Entertainment Industry Leader

3 Months ago • 10-20 Years

Job Summary

Job Description

The Director & Travel, Leisure & Entertainment Industry Leader will be responsible for establishing and maintaining the ISG go-to-market strategy and execution. This includes program design, sales, account management, pipeline development, pursuit leadership, and sales conversion. The role involves building and growing client relationships, developing sales pipelines, managing industry relationships, and operational responsibilities for sales and revenue. The leader will also be expected to demonstrate expertise in ISG’s core business areas, generate demand, and collaborate with ISG service portfolio owners to address client needs. The individual will also be responsible for conducting sales presentations, maintaining accurate account forecasts, and evangelizing ISG capabilities.

Must have:

10+ years of management consulting experience with proven success in sales and consulting.
Minimum of 5 years' experience in a leadership role with enterprise clients in the Travel industry.
Minimum of 10 years of consulting with hands-on strategy development and implementation experience.
Demonstrated expertise of the Travel and related ecosystem with breadth and depth of knowledge.
Served as a trusted advisor and interfaced with executive-level clients.

10 skills required

10 skills required for this role

Add these skills to join the top 1% applicants for this job

account-management

communication

prospecting

leadership

forecasting-budgeting

budget-management

logo-development

networking

mean

swift

Job Details

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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