Head - Enterprise Sales - IT Infrastructure Managed Services

Head - Enterprise Sales

ROLE AND RESPONSIBILITIES:

The core responsibilities lie in expanding the footprint of 3i-Infotech and increase the top line by getting new logos, mining existing accounts and positioning the company as the preferred partner for various prospective customers in the various regions. Evolve short and medium term strategies to speed up the growth pace of the sales team in terms of strategic solutions and key customer penetration. Rapidly increase demand generation of strategic deals as well as its conversion ratios.

- Ensure effective opportunity management through win plans and help each sales member achieve revenue goals as per plan.

- Increase Top Line

- To pro-actively seek out and develop new business opportunities and strategies for the organization to ensure sustainable business for years to come

- Ensuring profitability through correct deal pricing

- Bringing business that helps create an IP for the company

- Ensure timely revenue booking as per forecast and attain quarterly as well as annual goals.

- Effective management of price bidding and negotiations to achieve profitability as per accepted norms.

- Play a key role in evangelising cutting edge technology solutions. Play a key role in opening the relationship dialogue with competition accounts or new segment potential customers

- Ensure high level of market participation to cover key segments, customers, while also creating strong customer interest and pull towards 3i-Infotech offerings.

- Ensure disproportionate focus on strategic opportunities and co-ordinate all round team effort ( vertical & horizontal ) to achieve > 50 % win ratio.

- Engage in long term planning exercise for new markets, solutions and product with delivery divisons as the heads-up for capacity expansion. Improve sales forcast accuracy to aid delivery capacity forward planning & utilisation

- Step in when the project execution gets stalled at the customer end, resolve customer issues directly or indirectly through cross functional co-ordination. Ensure professional conduct by the sales to ease customer's buying effort and maintain high brand image of the company

- Ensure collection

- Meet DSO targets

REQUIREMENTS :

- Proven experience in Infrastructure managed services sales is a must

- Proven experience of managing team and enabling them to succeed and exceeding sales targets

- Collaborative lateral lead who could lead agile , cross- functional departments teams to win deals

- Account Penetration Specialist. Highlight: Broken into Competition Accounts as well as 1 Million USD Deals.

- Account Management Expertise with revenue / profits stream expansion through up-selling & cross-selling

- Strong Personal Network of Senior Executives.

- Developing a high-performance sales team.

- Cross Functional Alignment Skills.

- Proficient in the use of CRM or any related tool

- Ability to strategize and solve problems

- Strong leadership and organizational skills

- High order of communications skills, and high degree of self-discipline.

COMPETENCY :

- Takes full professional responsibility, as a functional manager, specialist and is held fully accountable for all decisions taken.

- Is able to perform work which is mainly non-routine and includes strategic decision making and/or the large-scale deployment of methods, processes and tools.

- Entrepreneurial DNA, Problem solving, Analytical skills

- Demonstrates extensive knowledge of the own specific area and its use or exploitation in the organization.

- Tolerance to ambiguity and openness to change.

MEASURED BY :

- Target Revenue

- Customer Satisfaction (C-Sat) - (Customer life time Value)

- Brand and positioning in the customer's mind.

- Gross Margin of deals won

- DSO

QUALIFICATIONS AND EDUCATION REQUIREMENTS :

Degree in engineering / computer science with a MBA in Sales & Marketing.

PREFERRED SKILLS (TECHNICAL) :

- Experience using CRM