Manager - Business Development - IT

- BE (ECE / CS/ EE) + MBA (MBA & B. TECH )

- 6+ years of Sales/BD experience in (IT) Engineering Services domain

- 4+ years of experience working as an Account Manager in (IT) Engineering Services domain

Year of Experience: 10-20 years (check the Minimum Qualifications section for details)

Role and Responsibilities:

- Managing a sales team efficiently and ensuring KRAs of all team members are achieved.

- Set targets, motivate the team to meet and exceed targets

- Improvise upon existing sales process and analyze each deal to improve conversion rates, number of closures each month, and ARR

- Ongoing training to ensure process adherence, product, and solution-based selling

- Formulate Account & Sales strategies in collaboration with the Marketing team

- Ensure accurate and complete information is captured in the CRM system Achieve weekly, Monthly & Quarterly target commitments

- Drive the entire sales cycle with the sales team from initial customer engagement to closed sales. Lead in participating negotiations with qualified key accounts/opportunities.

- Maintain active funnel to satisfy sales targets. an - Develop and maintain territory plans that outline how sales targets will be met on an ongoing basis

- Cultivate strong relationships with third-party and partner companies that may be required to deliver full solutions understanding to customers

- Work with marketing to plan and execute lead generation campaigns. Generate & qualify leads.

- Develop comprehensive sales plans.

- Review Techno-Commercial Proposals etc. Essential Skills:

- Experience in working for USA geography.

- Experience engaging with C-level stakeholders at the business and technology levels, using a Strong understanding of various buying roles and personas and having the ability to position a Structured approach to the sales cycle, a good understanding of the technology industry

- Strong sales planning & execution skills are required. Candidate should also demonstrate solid personal leadership & serve as a role model for his team.

- Strong customer value orientation - you want your clients to succeed with their objectives

- Demonstrable track record of sales generating in amounts of $5M and upwards

- Account management and acquiring new business

- Excellent written and oral communication skills

- Strong negotiation and persuasion skills

- C Level connect across multiple industries

- Ability to build relations and communicate with senior managers about their business challenges.

Ability to work collaboratively with employees within the sales function and across functions including :

- Marketing, Sales Operations, Project/Program Management, and Engineering Services Delivery teams.

- Experience with target account selling, IT solution selling, and/or consultative sales techniques.

- Track record of exceeding assigned Account P&L(s) targets in contiguous, multiple years.

- Sample Companies to target with similar skills: VVDN, Sasken, Global Logic, Happiest Mind, Mind Tree (All big IT giants should have similar profiles like TCS, Infosys, Capgemini, Cognizant, etc.)

Mandatory Keywords: Engineering Services, Account Management, P&L Management, Consultative selling, Solution selling, Engineering Solution, IT Solution selling