Job description

Job Description

Principal, Integrated Solutions Team (IST)

Job Overview

Drives solutioning, pitching and governing of large-scale, cross-functional engagement opportunities

Job Description

The IST Principal's remit is multi-faceted and aligned with critical growth areas for the organization:

Offering Development: Ideates and scopes complex, connected offerings that span IQVIA's service lines to address forward-looking client needs

Sales Enablement: Drives new, connected opportunities with our customers and account leads which includes assembling and coordinating subject matter experts, as well as solutioning and storyboarding, pitching, and closing

Delivery Governance: Manages the coordinated delivery of integrated solutions for our customers with a focus on driving better outcomes and establishing scalability for future engagements

Strategic Initiatives: Leads selected internal initiatives identified by senior leadership team as those of highest value and impact on the business, includes providing recommendations for improvement and presenting to the leadership team

Responsibilities

• Drives internal offering development from business case support and solution design through go-to-market launch and on-going marketing
• Works directly and indirectly with customers to identify complex needs and solution requirements
• Develops integrated solutions by engaging with multiple CoEs and leveraging fit-for-purpose offerings across IQVIA's portfolio
• Qualifies incoming, complex RFPs or opportunities to evaluate IQVIA's right to win, value proposition, and level of differentiation
• Leads proposal development for complex integrated solutions in collaboration with CoEs
• Owns accountability for total contract value sales for large complex integrated offerings and other indicators of client stickiness (contract renewals, up-sell /cross-sell)
• Builds and maintains client relationships to foster strategic conversations and act as the voice of the customer to internal teams
• Ensures high quality of all customer-facing documentation (e.g. RFP responses, decks, pricing templates, etc.) and key messaging (e.g. presentations, cover letters, emails, etc.)
• Leads stand up of complex integrated programs with multiple workstreams / CoEs
• Serves as point of escalation on delivery during implementation or times of change to minimize program risk or issues

Qualifications

• Education:
  • Bachelors required, Masters preferred; ideally in business or life sciences

• Experience / Knowledge:
  • 10+ years in the life science or consulting industry
  • 3+ years with IQVIA and its offering portfolio
  • Has led large, cross-functional teams in a matrixed organization
  • Has deep expertise in at least one CoE area along with knowledge of all other practices
  • Has an understanding of the fundamental processes of business, their interaction and the impact of external/internal influences on decision making, growth and decline
  • Has an in-depth and long-standing relationships with client companies, especially at a senior level, preferred

• Competencies:
  • Proves strong track record of exemplary business development and storyboarding skills, particularly supporting opportunities showcasing combinations of data, technology and services
  • Leverages network and superb communication skills to build trusted customer relationships
  • Identifies as a goal-oriented individual who displays a high level of natural curiosity, drive, energy, enthusiasm, and a strong desire for learning
  • Exhibits proven ability to work independently and comfortability in a high volume, fast paced, at times unknown environment and embraces new development opportunities
  • Demonstrates strong collaboration skills and ability to value others' opinions by working effectively across the organization to build consensus in order to accomplish team goals
  • Maintains strong organizational skills, high attention to detail, and ability to juggle priorities with exemplary time management skills
  • Applies critical thinking and problem-solving skills to complex problems in order to derive innovative solutions

IQVIA is a leading global provider of advanced analytics, technology solutions and clinical research services to the life sciences industry. We believe in pushing the boundaries of human science and data science to make the biggest impact possible - to help our customers create a healthier world. Learn more at https://jobs.iqvia.com

We are committed to providing equal employment opportunities for all, including veterans and candidates with disabilities. https://jobs.iqvia.com/eoe

As the COVID-19 virus continues to evolve, IQVIA's ability to operate and provide certain services to customers and partners necessitates IQVIA and its employees meet specific requirements regarding vaccination status. https://jobs.iqvia.com/covid-19-vaccine-status