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Sales Director - Outsourcing (15+ yrs)
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Written by MBA Jobs
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Thursday, 17 June 2010 |
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Job Code: 16240
Location:
Designation: Sr Manager or Director Sales
Location: Noida / Bangalore / Mumbai
Internal Job Description:
Responsible for the sale of Company ’ services to assigned accounts or within a given territory. Makes and develops contacts with existing and potential customers. Analyzes existing and anticipated customer requirements and promotes consideration of Company ’ products and services to meet such requirements. Participates in the preparation of sales plans and campaigns, business plans, and product development plans. Conducts sales presentations. Maintains up-to-date and accurate sales records. Maintains technical proficiency and consults with prospective customers regarding Company . Keeps informed of new services and technology and other information of interest to customers. Investigates new applications or improvements to products. Provides marketing intelligence to sales management and may participate in the development of sales forecasts and strategies.
Typical of the Advisor level provides high level technical support to clients and Company ’ personnel on very complex projects. Directs technical development on most-complex projects to ensure solutions are appropriate, and follows established engineering principles. Investigates new solutions for possible inclusion in Company ’ projects. Provides technical training to less experienced team members. Requires 10 or more years of progressive, directly related sales experience, preferably in area of technology sales, or equivalent combination of applicable education and experience. Prior experience in similar technology services industry is a plus. A national presence is desired. Typical Duties
• Negotiates complex proposals to maximize Company ’ return on expenditure.
• Troubleshoots potentially explosive situations where highest possible sales experience is required. Recommends innovative solutions to meet client objectives. Works with Senior Specialist to sell skills and services.
• Reviews proposals and suggested courses of action to ensure all factors have been addressed and likely outcomes have been examined. Identifies areas of weakness in both and takes appropriate steps to correct.
• Attends client meeting as negotiator. May accompany Director on sales calls.
• Provides sales skill assessment of staff to Group Director and/or Senior Advisors. Recommends training as necessary. Provides input to Group Director and Senior Advisors on team member assignments, future promotability, and performance assessment. Develops and delivers advanced training programs covering sales practices for less adept team members.
Manager Job Description Recommendations
Job Responsibilities
1. Responsible for working closely with Regional Sales directors and Regional solution heads to identify target accounts in their respective geogrpahies – preferably from GTM 1,3 &4A.
2. Work on developing the detailed Account plans for the targeted account plans
3. Primarily Sell >1M USD multi-year outsourcing contracts in line with Quota assigned in targeted accounts
Required Skills
1. Has minimum 10+ experience in selling large outsourcing contracts on infrastructure and/or application services or BPS or pure large scale IT consulting projects. Over all experience of 15 years plus.
2. Has managed virtual pursuit teams which are cross functional in nature
3. Financial understanding structure large deal between Cap Ex and Op ex and its implications .
4. Domain Knowledge for the industry Vertical applications sales .
• possesses the industry, technology, and client knowledge necessary to develop a creative, differentiating solution. Must also be able to challenge established practices diplomatically and take necessary risks to achieve these differentiating solutions.
• Experience evaluating prospect targets in global 1000 to build pipeline, and pursuit of new clients via solutions-based value propositions sale.
• Experience developing and executing complex multi-round negotiation strategy, e.g. consider timing and content of issues to ensure negotiations progress in a timely and effective manner for both parties including third party consulting.
• Able to exhibit excellent judgment in making pursue/no-pursue decisions related to new business opportunities.
• Demonstrate a proven track record of selling and delivering large deals of $10M+ in TCV, and annual averages of $25M+.
Desired Skills
1. Brings strong relevant relationships in targeted account set at CXO level
2. Has had rounded experience in solutioning and delivery but maximum experience in sales
3. Skilled at assembling a high-performance team for highly complex deals.
4. Understand major elements of financial management and shareholder value creation.
5. Experienced in working pursuits involving external partners and understands the dynamics and issues associated with developing business Minimum Education Graduate or Post graduate , preferably engineer
If you are interested please mail your profile to rama.garlapati@careernet.co.in
Or can reach me on +91 9341114494
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