Head - Sales & Business Development - Data Centre

- 18 plus years of cross functional, ICT focused experience in Sales, Business Development and Operations.

- Last 3 yrs / current role should be managing Hyperscalers (Mandatory)

Job Responsibilities:

- Expertise in market scanning and sizing, opportunity assessment, strategic business & commercial planning, go-to-market, alliances and partnerships, customer lifecycle management, restructuring and program management

- Strong and extensive C-level interface and traction, effective stakeholder management, cross functional team leadership and high degree of comfort with complex and multicultural business environments

Sales & Business Development :

- Responsible for managing leading business engagement with Globally based Hyper-scalers

- Responsible for managing Large Enterprise Business including Public Sector within India Geography

- To Lead complex contract negotiations involving technical, legal, commercial and contractual nuances

- Worked to identify root causes for gaps in customer service experience and drove assignments for experience correction

- To Negotiate in evolving and demanding Service agreements during acquisition as well as contract renewals

- Responsible for sales, business development activities, establishing healthy & increasing funnel & sales numbers quarter on quarter

- Constantly/proactively seeking additional upsell opportunities for existing customers

- Participate and represent CapitaLand DC in various industry and customer forums and conferences as Speaker/delegate

- Planning, Forecasting based on past trends & market dynamics accordingly setting the targets to meet the AOP

- Responsible for day to day product management and development of Product roadmap for Colocation Services to achieve steep business goals Worked on Data Centre Expansion strategy which involved preparation of numerous expansion related business cases including sales projections and Optimization of costs

- Stayed updated with market and competition insights.

- Worked on constantly evolving Pricing structure and Channel commission structure to ensure competitive Market offerings.

- Conducted periodic product training for Sales and Service Management teams for cascading of Product features and USPs

- Closely collaborated with Sales team by leading client interface to ensure high success rate for qualified opportunities

- Designed programmes for correction of revenue leakage for the existing customer base and drove execution of the same through the Sales teams

- Responsible for identifying and leading organic and inorganic growth initiatives at the leader in the Data Centre colocation space in India with joint ownership of the long-term business plan.

- Hyperscale Data Center Customers: Master Services Agreement/ Work Order & Contract Management, Presales & Solution including Technical responses, Data Centre site visits and compliances, Business Development.

- Lead for regulatory engagement and policy advocacy

- Documentation: Product Catalog, Price Book, Sales Kit, training content, website and media content

- Revenue and P&L Management

Organization Exposure:

- Planning Skills

- Analytical Skills

- Behavioural Skills