Senior Manager - IT Solutions Sales - BFSI Domain

Location : Chennai

Experience : 12 - 16 Years

Source Candidates from Chennai only or those from Chennai working elsewhere willing to relocate

- Solution selling for example ERP, CRM etc

- Direct sales only. No indirect, channel sales

- Experience in Manufacturing/Healthcare/BFSI

- Should be handling Banking Clients. Domestic banks are also ok

- Candidate should be into Product selling

- Great if entire experience is into selling.

- At least recent 4 - 5 years should be into core selling only

Sales Planning & Review :

- Generate business thru new logo acquisition in line with the GTM strategy .

- Grow business in existing accounts per the account plan .

- Creates / regularly reviews along with seniors, sales plan & enhance predictability in revenues through new accounts in the assigned vertical /GEO etc . This has to be done in collaboration with seniors & team members (as applicable)

Sales Prospecting, Lead Qualification & Conversion :

- Responsible for regular market research, customer profiling, follow & analyse industry reports & competitor analysis to identify the right customer

- Ensure a healthy pipeline across the service mix - finalizes & approves sales pipeline created by self or team and regularly review progress (i.e. deal sizes, scope of work etc)

- Deal Creation : Discover, articulate & sell value to customers by bringing in industry knowledge, understanding customer needs / business landscape and map it to Company solutions & overall value proposition

- Owns the creation & submission of winning proposals / capability decks to customers by working closely with pursuit team across locations

- Provide intelligence on competition to maximize chances of winning

- Negotiating on commercials & responsible for ensuring contract & MSA closures . Involve seniors for direction as & when required

- Handover new account to client partners or engagement managers at the right time based on guiding principles in order to move account from 'hunt' to 'farm' mode

- Collaborate with Client Partners & engagement managers for revenue growth wherever required

- Proactively organise relevant workshops with prospective customers, along with seniors, team members, delivery & service line leaders (as applicable)

Relationship Management & Strategic Interventions :

- Actively networks within the industry, enhances visibility by attending key events, conferences & seminars . Is expected to shadow seniors & over a period of time start independently presenting at these events on relevant topics to strengthen position in the market

- Provide regular inputs to leaders & corporate marketing on specific sponsorship events that will help create greater visibility in assigned accounts

People Management :

- Provides direction to team members, responsible for their formal evaluations & assessments

- Encourages innovation in the team, guides the team to create standard frameworks & establish best practices