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Professional Services Director, Business Development

📁
Sales
💼
Risk Solutions
📅
LNR0087E Requisition #

The Director, Professional Services – Business Development is responsible for supporting new business development for the LexisNexis Risk Solutions Financial Crime Compliance Professional Services team. This individual will work across the LNRS organization to create proposals and Statements of Work for Professional Services engagements, manage the Professional Services opportunity intake process and provide metrics and financial reporting on opportunities. This role will develop and evolve processes and controls to provide accountability and tracking for FCC Professional Services (FCCPS) opportunities.

 

Basic Job Function: This role is a champion for Professional Services and focused on building a robust opportunity intake process that will allow us to scale our delivery to meet the increasing market demand. This role will assist with the sales process by documenting solutions leveraging our products to meet our client's business needs. They will identify, develop and implement best practices, templates and process improvements. This role will be responsible for providing advice and interpretation of contractual requirements and provide oversight to ensure compliance with contract terms during project execution.

 
Responsibilities: 
  • Leads new business development – requirements gathering, scoping, proposals, Statement of Work
  • Works with clients to document the scope of an engagement in a formal Statement of Work.
  • Ensure proposals, SOWs and other client facing contracts are of high quality, we can provide all services documented, scope is clearly defined with appropriate fees and payment terms
  • Provide oversight to ensure compliance with contract terms during project execution
  • Provide advice and interpretation of contractual requirements
  • Monitor and report on expenses and revenue throughout the delivery of the professional services engagement
  • Work with finance and FCCPS leadership on expense, revenue and margin calculations throughout the project
  • Develop dashboards for opportunities capturing metrics required to manage the FCCPS business
  • Lead RPF and proposal responses for new client opportunities
  • Manage new opportunity intake process
  • Proactively monitor FCCPS pipeline, work with Sales on status, and provide assistance to close FCCPS deals
  • Build out templates for client facing collateral and deliver continuous process improvements to our new business development processes
  • Prepares and delivers professional client presentations to audiences at all levels. Confidently presents to clients and internal stakeholders conveying industry and product expertise.
  • Maintains detailed understanding of all aspects of products and services in our professional services portfolio
  • Possesses in-depth knowledge and understanding of profit and loss analysis in related industries.
  • Builds strategic relationships with key client stakeholders and decision makers. Develops LexisNexis 'advocates' at client sites who promote our solutions and subject matter expertise.
  • Other duties as assigned. 
Qualifications:
  • Education: Bachelor's degree in business, pre-law, finance, engineering or equivalent. 
  • Travel: Must be able to travel 20% of the time.
  • Communication Skills: Strong oral and written communication skills with an ability to translate customer requirements into a well-structured, tightly scoped contractually binding documents.
  • Consultative Ability: Strong consultative skills with the ability to collaborate and to explore options, to demonstrate and effectively use active listening skills to understand client needs.
  • Client Service Orientation: Expert-level ability to derive solutions leveraging LNRS products and services required to effectively resolve client issues, while valuing client needs as high priority.
Industry Experience: 
  • 10+ years industry experience in Financial Crime Compliance, Risk Management (AML, OFAC, KYC, CDD, EDD) preferred. 
  • 7+ years client-facing or internal/external consulting experience preferred.
  • Presentation Skills / Communication: Strong oral and written communication skills. Must be able to communicate technical concepts to both technical and non-technical audiences. Expert-level ability to develop client facing documents required for project execution. Ability to create custom market-facing proposals for specific clients or templates for use by other team members.
  • Risk Management: Ability to identify and remediate risk associated with client engagements and their execution.
  • Innovation: Expert-level affinity to try new methods and new approaches to problem solving while demonstrating an intellectual curiosity and inquisitive nature.
  • Leadership: Ability to effectively set direction, align constituencies, and motivate others, while demonstrating vision and ability to influence others. 
  • Planning / Organization: Advanced organizational and project management skills. Knowledge and understanding of full lifecycle project management. Prior business analyst experience is required. 
  • Problem Solving / Judgment: Strong analytical and problem solving skills as well as the ability to understand and think analytically about complex business problems.
  • Product Knowledge: Demonstrate of up-to-date and in-depth product knowledge both internal and competitive.
  • Relationship Building: Strong relationship building skills and the ability to collaborate and interact effectively with market planning, sales, product development, product management, operations and related groups.
  • Results Orientation: Strong time management skills and strict adherence to timelines, with the ability to operate within a structured approach and to deliver results. Possesses the ability to prioritize and handle multiple requests concurrently. Self-motivated.
  • Teamwork: Ability to work in a team environment, by soliciting input and feedback. Deals effectively with conflict.
At LexisNexis Risk Solutions, we believe in the power of data and advanced analytics for better risk management. With over 40 years of expertise, we are the trusted data analytics provider for organizations seeking actionable insights to manage risks and improve results while upholding the highest standards for security and privacy. Headquartered in metro Atlanta, LexisNexis Risk Solutions serves customers in more than 100 countries and is part of RELX Group plc, a world-leading provider of information and analytics for professional and business customers across industries. For more information, please visit www.lexisnexisrisk.com. LexisNexis Risk Solutions is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact 1.877.734.1938 or accommodations@relx.com.

 

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