Power & Utilities Sector Leader

JOB DESCRIPTION

Position Summary (Enter the description)  -  Power & Utilities Sector Leader responsible for driving sector-led growth through origination, deal shaping, and execution of large-scale transformation programs, with a strong emphasis on strengthening sales enablement and pipeline quality.

Acts as a senior industry advisor, translating energy transition and utilities disruption into actionable client opportunities while building a differentiated sector proposition and positioning the firm as a partner of choice for complex, high-value engagements.

Objective and purpose:

• Lead the growth agenda for the Power & Utilities sector in GDS, defining strategic priorities, target accounts, and differentiated plays to scale the practice and drive sustained revenue growth.
• Drive origination and closure of large, complex transformation opportunities, translating sector themes such as energy transition, grid modernization, and asset optimization into actionable, high-value deals.
• Act as a trusted advisor to P&U C-suite leaders, shaping enterprise transformation agendas across generation, transmission, distribution, and customer operations with a clear link to business outcomes.
• Institutionalize strong sales enablement across the sector, embedding disciplined pipeline management, pursuit excellence, sector narratives, and commercial frameworks to improve win rates and consistency.
• Build and commercialize differentiated sector offerings, including repeatable frameworks, assets, and go-to-market propositions, while strengthening market positioning through thought leadership and industry engagement.

Scope of the position:

• Own the GDS Power & Utilities sector agenda across priority accounts, aligning global client needs with GDS capabilities to identify and shape high-value transformation opportunities across the utilities value chain.
• Lead end-to-end pursuit lifecycle, including opportunity qualification, solution shaping, commercial structuring, and deal closure, ensuring strong integration with onshore teams and global account leadership.
• Drive sales enablement at scale, embedding consistent pipeline discipline, qualification frameworks, reusable sector narratives, and pursuit playbooks to improve win rates and cost of sales efficiency across deals.
• Lead integrated go-to-market initiatives, working across Consulting, SaT, Tax, and Assurance to bring unified, market-facing sector solutions and drive coordinated account penetration.
• Develop and industrialize sector-specific assets and accelerators, including playbooks, benchmarks, and solution components that enable faster deal shaping, repeatable delivery, and differentiated positioning.
• Build and maintain senior client relationships, engaging C-suite stakeholders to position the firm as a strategic partner across energy transition, regulatory change, infrastructure modernization, and customer transformation agendas.
• Build and scale GDS alliance and ecosystem capabilities for the P&U sector, working closely with global teams to operationalize and support partnerships, enhancing solution depth and strengthening competitiveness in large deals
• Build and scale a high-performing P&U capability within GDS, enhancing domain depth, pursuit leadership, and delivery excellence to support sustained sector growth and competitive advantage.

Essential Functions of the job (Enter the description)

• Sponsor and steer priority pursuits and engagements, providing senior direction on deal strategy, solution architecture, and executive messaging to maximize win probability and value realization.
• Shape differentiated client propositions, translating complex utilities challenges (e.g., grid resilience, decarbonization, regulatory compliance, asset performance) into clear, outcome-driven transformation narratives for senior stakeholders.
• Govern quality and consistency of proposals and deliverables, ensuring alignment with client priorities, commercial expectations, and delivery feasibility across large, multi-tower programs.
• Drive commercial rigor in deal-making, including pricing strategy, margin management, and contract structuring for complex transformation programs.
• Enable cross-functional solution integration, ensuring seamless alignment of capabilities across consulting, technology, risk, and core utility operations
• Influence executive-level client decision-making, leading high-stakes conversations, facilitating alignment across stakeholders, and positioning transformation initiatives in the context of enterprise value creation.
• Oversee development and evolution of sector IP, ensuring that frameworks, benchmarks, and solution components remain relevant to evolving industry trends and are effectively applied in client contexts
• Ensure strong alignment between deal strategy and delivery approach, guiding teams on shaping scalable, GDS‑led delivery models that are commercially viable, feasible, and differentiated during pursuits.
• Coach and develop senior team members on pursuit leadership and client engagement, strengthening capability in solutioning, storytelling, and executive-level communication.

Analytical/Decision making Responsibilities (Enter the description)

• Evaluate and prioritize pursuit opportunities, applying judgment on deal size, strategic fit, client buying appetite, competitive positioning, and win probability to guide sector focus and resource allocation.
• Make strategic decisions on solution positioning and value definition, determining which transformation levers (e.g., energy transition, grid modernization, cost optimization) to emphasize based on client context and value potential.
• Direct commercial and pricing strategy for complex deals, balancing competitiveness, margin expectations, and delivery feasibility to secure priority opportunities.
• Determine optimal GDS involvement across pursuits, making decisions on when and how to position GDS capabilities within deal constructs, including the choice of delivery model, offshore leverage, and integration with onshore teams to maximize competitiveness and value realization.
• Assess and prioritize sector investments, including development of assets, offerings, and alliance capabilities, based on market demand, pipeline trends, and potential for differentiation.
• Analyze market trends and disruption themes in Power & Utilities, including regulatory shifts, decarbonization priorities, infrastructure investment cycles, and evolving customer models, to inform sector strategy and pursuit direction.

Education and Experience (Enter the description)

• 25+ years of relevant experience in consulting (Big 4 / strategy) and/or senior industry roles within the Power & Utilities sector, with exposure to large-scale transformation or business-led growth initiatives.
• Proven track record of working with global clients and stakeholders, with experience operating across geographies and leading complex, multi-market engagements or pursuits.
• Demonstrated experience in both industry and consulting environments (preferred), bringing a balanced perspective on sector challenges, operating models, and client decision-making dynamics.
• Strong academic background, with an MBA or equivalent advanced degree preferred; undergraduate degree in engineering, business, or a related discipline is typically expected.
• Exposure to working within global delivery or distributed team models, with familiarity in leveraging offshore/onshore constructs and collaborating across matrixed organizations.

Knowledge and Skill requirements (Enter the description)

• Deep Power & Utilities sector expertise, with strong understanding of industry drivers such as energy transition, regulatory frameworks, grid modernization, asset-intensive operations, and evolving customer models.
• Familiarity with core Power & Utilities technology landscape and ecosystems, including platforms such as SAP IS‑U, Oracle Utilities, AMI/MDM systems, grid management (ADMS/EMS), and data/cloud ecosystems, with an understanding of how these enable transformation across the utilities value chain.
• Strong commercial and financial acumen, with the ability to interpret deal economics, value drivers, and business cases, and translate these into compelling, outcome-focused client narratives.
• Advanced problem-solving and structured thinking capability, with the ability to synthesize complex, multi-dimensional client challenges into clear strategic choices and actionable priorities.
• Executive-level communication and influencing skills, with the ability to engage credibly with C-suite stakeholders, simplify complex topics, and drive alignment across diverse stakeholder groups.
• Ability to operate in a global, matrixed environment, collaborating effectively across geographies, service lines, and alliance ecosystems while navigating organizational complexity and competing priorities.

Good to have (Differentiators)

• Strong perspective on energy transition and emerging business models, including renewables integration, distributed energy resources (DER), hydrogen, and evolving market structures, with the ability to connect these shifts to long-term utility transformation agendas.
• Exposure to grid and infrastructure modernization, including smart grids, digital substations, asset performance optimization, and resilience programs, reflecting the increasing digitization of network operations.
• Experience driving AI- and data-led transformation in asset-intensive environments, including applications such as predictive maintenance, digital twins, advanced analytics, and real-time decisioning across utility operations and customer ecosystems.
• Ability to translate global disruption trends into scalable market propositions, including navigating regulatory complexity, ESG mandates, and capital investment cycles, while identifying new growth and efficiency opportunities.
• Experience in building and leveraging ecosystem-led solutions, including working with hyperscalers, platform providers, and industrial technology partners to shape integrated, future-ready offerings in complex, multi-stakeholder environments.