Head - SCM Presales & Solutions

Role: SCM Presales and Solutions Head

Location: PAN India

Skills Required:

- 18+ Years of experience in Sales and Business Development.

- Experience in leading a team of solution experts to create futuristic Supply Chain Mgmt and Sourcing & Procurement value chain.

- Understanding of key technology led interventions like AI/Gen AI in the applicable domain and service areas.

- Proven track record of winning large deals in the SCM and S&P areas.

- Experience selling to enterprise clients across industries like Manufacturing, Life Science and Health Care, Technology Solution and Service Providers, Telecom and Media, Energy, Resources and Utility etc.

Responsibility:

- Lead and guide a team of solution experts to curate futuristic solutions in Supply Chain Mgmt and Sourcing & Procurement value chain.

- Acquiring new logos/business by working in a collaborative manner with our Geo sales teams & Business Group / Industry Service Unit teams.

- Work with ISU/BG to create proactive opportunities and pipeline to drive growth.

- Conduct presentations and knowledge sharing sessions (with customer, analysts and internal teams) with focus on Value Articulation and Right Positioning of SCM and S&P Solutions and Services.

- Drive towards improve our market positioning in the various Analyst reports.

- Responsible for Demand Creation, Demand Capture, Customer relationship, Driving Opportunity Pipeline & Management, and managing Sales Cycles to meet Sales Targets.

- Deep understanding of industry specific SCM and S&P processes, precipitate client pain points and develop specific solutions addressing customers needs.

- Good understanding of the addressable market, macro/micro market trends, competition, emerging industry challenges etc.

- Expert in shaping large and mult-tower deals (>$25M).

- Train and coach team members on sales techniques and SCM as well as Inspire the team to raise the bar in delivering their targets.

- Develop and implement sales strategies to increase Pipeline/ revenue.

- Analyse data to identify areas for improvement/win rate.

- Monitor and evaluate team members performance.

- Conduct and participate in regular sales review meetings to discuss targets, performance, and win strategies.

- Review MSA/contracts for onerous (critical) clauses before signoff. Flag off risks to mitigate.