General Manager - Sales & Commercial - Data Center Service

Job Purpose

- Responsible for selling Client Data Center service offerings (Co-location, Managed Hosting, Virtual Data Center, Recovery as a Service) to enterprise customers as a key focus area where they possess the sales and technical expertise required to conduct all phases of the sales cycle

- Responsible to drive deals from opportunity, identification, validation, qualification to closing the Deal - Present the value of Client solutions to all levels of customer's management and drive services sales

- Participate and team up with technical, presales and "Partner specialists" to provide complete solutions to customers

- Build and develop business case, provide relevant and sound business & technical advice to the customer and present the same to various stakeholders within the company.

- Map competition and develop appropriate winning sales strategies, often in conjunction with Partners.

- Prepare sales forecasts for organizational planning and budget setting along with monthly MIS reporting.

- Establish partnerships and foster relationships with new and existing customers

Key Accountabilities:

Accelerating growth and meeting revenue targets

- Execute sales & commercial strategy to deliver profitable top line growth

- Build customer base to support the expansion plan for the Data Center portfolio

- Be responsible for the creation of proposals, presentations, and other client-facing materials

- Identify, analyse, pursue and report on business opportunities with existing and prospective clients

Customer Acquisition and Relationship Management

- Execute the BD & sales effort for the Data Center unit to meet revenue goals

- Analyze Data Centre market trends and events to identify and assess new opportunities

- Facilitate Contracting and Commercial Negotiations with clients

- Build valuable relationships and liaise with key external and internal business partners

Operational Excellence:

- Leverage direct sales, engineering, and marketing teams to ensure timely delivery of solutions and offerings.

- Provide complete visibility into the sales pipeline at every stage of development

- Support in setting up the Sales function from scratch including the creation of Systems and Processes

- Carry out the Business Analysis, Competitor analysis and sales forecasting for the Data Center Business through regular MIS tracking and reporting

- AOP preparation and finalization

SKILLS AND KNOWLEDGE REQUIRED:

- Proven track record of extensive experience in sales in the Data Centre industry

- In depth understanding of the Data Center business

- Experience in building and cultivating strong relationships with the internal and external stakeholders

- Experience in Key Account Management

- Strong commercial orientation with the ability to drive Contract Negotiation

- Should be able to own revenue targets and prepare business and execution plans

- Strong analytical and quantitative skills and the ability to use optimal metrics for reporting KPIs and providing recommendations

Educational Qualifications & Experience :

- MBA from a reputed Institute

- BE / BTech in Computers/ Software

- 12 - 14 years of experience in Technical , sales or commercial function in the data center business

- Experience in a growth/start-up organization