· Achieve monthly, quarterly, and annual sales targets established by the Market Unit Head
· Achieve lead generation, prospecting and other sales management goals designed to build an optimal opportunity pipeline
· Drive proactive deal creation process by aligning to the CEO's agenda in the targeted companies
· Personally develop strong, long-term relationships and referrals with senior management at the targeted firms
· Manage end-to-end sales process for all the opportunities including initial client communication, problem discovery, solution hypothesis development, on-site presentations, RFI responses, multi-day client workshops, RFP submissions, negotiations, and the deal signings. The candidate is the focal point for all communication and sales activities with prospects and newly acquired customers
· Work in close collaboration with our client large deal team. presales team & delivery teams to ensure that proposed solution and services fully meet customers' business and technology needs
· Provide support to customers during initial phases of an engagement. Follow up and ensure total client satisfaction throughout the life cycle of the relationship
· Support market research and competitive positioning analysis in partnership with regional presales, marketing, and product development staff
· Adhere to all the our client sales, human resource, and corporate ethical policies, standards, and guidelines
· Demonstrate strong personal communication and presentation skills to establish interest, credibility, and trust
· Manage day to day progress of the sales team, comprising of individual contributors
Improve the brand awareness & reputation of our client in the market
Requirements · Strong hunter profile and a leader with a proven track record of success in selling large deals
· Demonstration of consistent over-achievement of client acquisition and sales revenue targets
· About 20 years of experience in selling IT services (10 years within the region), preferably working in a leading IT services & products firm with prior experience of working with offshore teams
· Strong local contact base and access to alumni, local associations, industry associations within the region
· Good understanding of the domain of Manufacturing and Technology industries
· Demonstrated ability to create proactive discussion led deals with the CXOs
· Experience with supplier selection processes including RFI and RFP issuance and response management
· Experience of working on opportunities run by Third Party Advisory Firms such as ISG, Avasant, and Management consulting firms like BCG, McKinsey, KPMG, etc.
· Understanding of customer's buying process
· Ability to maintain strong sales management focus during the sales cycles that are typically six to nine months long
· Demonstrated ability to manage complex negotiations with senior-level business and technology executives
Travel Requirements
· The candidate is expected to travel regularly to regional prospect and customer locations to support lead generation, sales presentations, contract negotiations, engagement implementation, and ongoing relationship building
Education Requirements
· Bachelor's degree (required)
· MBA (preferred)
