Manager - Business Development - IT

Job Description :

Description : A hardcore International Sales professional having direct selling experience in Technology Products/Software Solutions/Services primarily in B2B environment. A professional who is responsible for achieving established revenue targets through business development and management of a network of resellers/partners. Experience of selling IT/ATM/Banking/Financial industry software/services in both, direct as well as partner-led model to BFSI customers is preferable.

Education : MBA International Business/Marketing/Finance

Experience : Eligibility : 1+ years International sales in enterprise BFSI software

Required Skills :

- Possess acumen, zeal and potential to drive business, marketing strategy etc.

- Excellent interpersonal, communication and presentation skills

- Influencing & persuasive leadership abilities

- Account management, consultation skills and well versed in pricing and revenue models

- An excellent team player who is willing to drive initiatives, work across organizations and structure new approaches to new opportunities

- Good understanding of the BFSI segment. Experience of selling IT/ATM/Banking/Financial industry software solutions/services to the BFSI customers in the past is preferable

- Ability to understand customer's business/operations and propose best-fit solution. Manage conversation at the CXO level and do effective presentations, relationship management

- Proficient in professional networking tools, Salesforce, or any other sales pipeline tracking solution/CRM

- Proven track record of consistently exceeding sales targets

- Good negotiator and strategist

Key Responsibilities :

- Explore new business territories, generate leads, and focus on customer & partner relationship

- Understand the competitors strength and opportunities that exist within an assigned territory to device the right pitch/strategy

- Demonstrate expertise in marketing and selling of a technical solution. Sell professional services to all potential customers and track sales pipeline

- Maintain relationships within the assigned accounts to generate upsell/cross sell opportunities

- Manage complete sales lifecycle from a prospect to closure stage and also manage the revenue stream

- Handle the sales though RFP bidding process, order-execution, collections from the customers and track Account Receivables

- Create proposals, bid responses etc. and review PO and agreement [jointly with PMO, Delivery, Finance team]

- Deliver on the tactical sales plans, chase new business opportunities and set-up meetings as necessary

- Articulate comprehensive technological strategies to a wide range of decision makers within customer's organization including technical, business, and C-level audiences

- Oversee solution proof of concept [POC] from customer's expectation perspective

- Jointly work with PMO to finalize the cost and share it with the customer in case of scope creep or change request business

- Demonstrate an exceptional reasoning & problem-solving skills. Be a clear decision-maker in the complex situations and assess the right stage to escalate

- Remain abreast with new product development; share new ideas and requirements as & when required

- Assist in new channel partner appointment process with respect to assigned/new territories and maintain/manage relationship with the existing ones. Groom partners and drive them to generate business

- Maintain clear understanding of company's business, policies, processes, customer requirements and technology

Miscellaneous :

- Visit customers to understand the challenges, new business requirements, steering committee meetings etc.

- Remain instrumental in strategizing business activities, assist in price modelling, negotiation with customers/partners

- Provide inputs to the products/development team to enhance solution comparison document. Share cutting edge pointers, requirements, industry reviews, feedback from the conferences/roadshows/boot camps etc. that can be used to create a solution roadmap