Strategic Prospecting:

- Utilize a structured approach and qualification tools for identifying and measuring the quality of potential new business initiatives

- Map out the key players for potential new business initiatives and document appropriate sales strategies

- Develop an understanding of political relationships and their impact on buying behaviors within the account in order to determine appropriate sales approach for each level within an organization

- Develop a competitive sales strategy that anticipates competitor actions and places Incture as the best in the market to meet customer objectives.

- Manages the sales pipeline in a proactive manner to ensure attainment of the individual and group contributions to the established goals.

Sales Call Execution:

- Effectively advise and influence the customer especially within the development of business needs, decision criteria, and creation of an ROI framework, through consultative selling techniques and relevant marketing/sales campaigns.

- Execute high-quality one on one discussions utilizing advanced questioning and influencing skills with customer non-IT business leaders. The objective being to influence the corporate strategy regarding the use of Data Warehousing.

- Execute high-quality one on one discussions utilizing advanced questioning and influencing skills with IT / CIO level managers.

- Before any sales call, plan for key outcomes and next steps that the customer will commit to performing after the sales call (advances).

- Presenting high quality, professional presentations and proposal materials

- Participates in regular business review meetings or forecast calls

- Drives and coordinates with field management team to develop pipeline, revenue, and demand management

Account Planning:

- Capture information in a constantly maintained Account Plan in accordance with the established Account Plan standard.

- Continuously engage the extended sales team in account planning and execution. Effectively utilize resources as required to best exploit available opportunities.

- Maintain the Account Plan in accordance with the established Account Plan standard

- Manage all opportunities in accordance with the Opportunity Management process, including the creation of Opportunity Plans, the scheduling of Early in the pipeline.

- Work through the sales process with key players in a timely manner to minimize issues in the close of an order and ensure SAP and customer objectives are met in the agreed timeframe.

- Continuously develop the account to ensure repeat business combined with a proactive focus on developing new business opportunities

Required Skills:

- 5 - 8 years of IT Solution Sales experience and a master's degree (MBA from top institute is preferred)

- Exposure to and understanding of customer and its key executives and management

- Experience in selling complex technology solutions

- Experience in developing and executing structured account plans for large, complex accounts and maintaining year-on-year growth

- Demonstrated success in building, elevating and nurturing relationships within key prospects resulting in new customer business

- Understanding of and success in a sales environment that requires creation of capital expenditure plans and budgets

- Demonstrated success in value-linking and demand creation

- Proven customer relationship skills, with experience in interfacing with customers, at Executive/Director level in both business and technology, on a regular basis.

- Proven ability in the solutions sales environment

- Demonstrated success in proactively prospecting into existing accounts.

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