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Enterprise Relationship Manager (8+ yrs)
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Written by MBA Jobs
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Monday, 28 June 2010 |
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Job Code: 16625
Location:
Opening with a leading IT Product MNC.
Pos: Enterprise Relationship Manager
Loc: Delhi & Mumbai
Exp: 8-12 yrs
Primary Accountabilities:
• Goal is to develop and close large enterprise wide deals in the enterprise accounts.
• Account base of approx 10-15 named accounts.
• Accounts will be assigned based on the requirement to cover top IT users in market measured by number of desktops and spend on IT. These opportunities will be matched with existing licence sales and current opportunities to ensure we engage accounts with maximum opportunity at the same time as ensuring we close existing large accounts in pipeline.
• Responsible for preparing and coordinating account management plans, sales proposals, response to tenders/bid and contracts.
• Map and manage relationships with key sr. executives in customer organizations.
• Maintain forecast discipline
• Need to record all activities and relevant information in SFDC including meeting notes and tasks. This is to include all significant contact points with customers and be updated on a regular basis (daily / weekly)
• Only compensated for sales into named account of product and services revenue
Qualifications (knowledge, skills, abilities)
• Engineering graduate. Engineering with an MBA will be preferred
• At least 10 or more year’s sales experience, with at least 5 years in an enterprise account selling with proven history of selling solution based products to enterprise customers.
Solution selling skill and§ knowledge/ understanding of Enterprise Application and technology
• Ability to apply features and benefits of products to user needs as well as proven history in learning new product sets and features and applying these to customer sales opportunities.
• Experience of successful engagement with SI’s and global alliance partners
• Team player - Experience of managing and influencing team members from diverse background to work together to close an enterprise wide deal. Ability to demonstrate leadership qualities.
• Excellent Written and Oral communication skills and also presentation skills
• Good track record in the industry
• Strong proven negotiation skills to sell value of product and not focus on pricing.
• Added advantage if prior experience of managing Banking, Insurance, Telecom and ITES/BPO accounts
• Added advantage if prior experience of selling Virtualization related solutions
Interested candidates can send their CV to satish.s@careernet.co.in
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