Regional Sales Manager - IT/ITES Solutions - IIT/NIT/IIM/ISB/FMS

Key Goals

- Achieve Order book and revenue targets

- Key Account Management

- Primary customer interface responsible for the development of business, and management of relationships, with a specific customer or customers, particularly in the government space

- Understanding of the customer's business, drivers, and organization, and an understanding of the value that PFT brings to the customer to drive to real business outcomes

- Dissemination of key messages, initiatives, and of information pertaining to the value PFT brings to that specific customer at all levels of the customer's organization

- Business partner to the customer, establishes a defensible barrier to competitors, maximizes the business potential of their customers, and acts as the primary supplier interface for all products, solutions and services with this customer.

- Champions the customers- needs and requirements within the PFT organization

Key Responsibilities

- Sell PFT products and services to enterprise customers, acquire new customers and increase share of wallet of existing customers, in order to achieve the allocated sales targets

- Call on prospective customers, providing technical and administrative product information, demonstrations, proposals and price quotes

- Develop/leverage key CXO relationships

- Maintain up-to-date CRM and maintain accurate forecast

- Participate & proactively contribute in sales reviews by updating key stake holders on the business plan, execution and status

- Create strategic and tactical plans for new business development and lead the extended team in following these plans to maximize revenue and growth. Provide constructive inputs to marketing and business development teams as appropriate

- Constantly learn and maintain an understanding of the media industry and its unique business needs and requirements

- Gain expertise of the functioning and advantages of the PFT products in order to have the ability to integrate this product knowledge in the sales process

- Understand customers' business and technology product needs and communicate those to internal teams / executives

- Serve as the client's advocate and consultant while managing and negotiating complex deals

- Facilitate internal and external team collaboration

Job Requirements:

- 10 - 15 years- experience in selling IT / ITES solutions preferably working with some of the large MNC product companies

- Key Account management aspects

- Sales experience in media & entertainment Industry will be an added advantage

- Strong ability to develop and sustain customer relationships. Customer engagement at senior levels; building long-term strategic and executive relationships

- Strong presentation, communication and negotiation skills

- Clearly articulate value and demonstrate how solutions map to a customers- needs

- Motivate others; high energy individual

- Ability to cross sell, consultative selling - experience with collaborating across both client and own organization to drive One - Prime Focus- approach

- Ability to understands customers- decision making processes, buyers, and influences

- Financial and business acumen

- SFDC experience

- Prior experience of handling a team will be a added advantage from a longer term perspective

Educational Qualification

- MBA from a reputed institute

- Engineering Degree from a Reputed Institute