Industry Business Consultant

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, …)