Manager - Sales - IT

Sales Manager

Job Summary :

- To develop and build relationships and provide Experience Management (XM) solutions to customers, help in solving business problems and improve over all customer engagement. Achieve overall sales target for the assigned solutions of XM and Knowledge management and develop new customers and partners across India.

Key Accountabilities :

- To build strong, open and collaborative relationships with the customers, Partners and Global Sales Consulting teams

- To become an integral contributor to the Sales organization, ability to meet and exceed target revenue.

- To sell advanced applications like, Experience management, Knowledge Management product sales through identification of customer needs and development of solutions that create business value for prospects and customers

- To establish strong relationships during the entire sales-cycle with prospects and customers, based on deep product expertise and thorough understanding of importance of customer experience improvement in various industries

- To develop and maintain the "Trusted Advisor" status with prospects and customers by:

Identifying and understanding customer business objectives through:

- Prospect and customer meetings

- Workshop facilitation

- Industry research and understanding

Articulating the value of solutions to our prospects and customers through :

- Solution presentations

- Techno-commercial presentations

- Proposal authoring

- Business case creation

- Channel management

- To assist in the development and sales support of channel partners so that they become integral part of the effective sales team to generate target revenue

- To support the transition from successful sales into successful professional services delivery and take end-end owenership.

People Specification :

Characteristics required:

- Integrity - Being honest, respectful, accountable and fair

- Professionalism - Take personal responsibility for the quality of our work, our attitude, communication and how we present ourselves.

- Passion - Being enthusiastic and positive in our actions

- Preparedness - Continuing to be current, knowledgeable and informed

- Bachelor of Engineering in Computer Science or related degree with 6-8 years industry experience been involved in direct and indirect sales.

- Ability to bridge the fabled IT/business divide, using commercial experience and strong communication skills to complete a variety of deliverables - from defining solution requirements, to leading RFI and RFP response teams, to translating techno babble into easy English.

- Have an understanding of the Customer need across multi-channels such as Telephony, Email, Chat, Asynchronus channels, Social Media and BackOffice; and transalting this into successful sales.

- Strong business analysis and consulting skills, including strong verbal and written communication skills and effective time management skills. Ability to quickly understand client requirements and needs and articulate potential solutions.

- Experience, as sales and relationship consultant, engaging at many levels of customer organizations, including business, operations, finance, as well as CXO level executives.

- Proven analytical and problem solving skills