Manager - Sales - IT Services

POSITIONS : 6

PREFERRED SOURCING LOCATION: Local candidates preferred.

Roles and Responsibilities:

1. Should have good understanding of Regional Market (This is based on location of position)

2. Understanding Customers business requirements, existing engagements and conceptualizing solution mechanism to meet those requirements.

3. Drive the Services sales for the region.

4. Presentations on Managed IT Services offerings to the CXO of potential clients.

5. Solicit and bring business from newer accounts

6. Achieve planned Order Booking targets annually at acceptable Gross Margin Levels

7. Review proposals

8. Should have a mechanism to generate leads and drive them to closure.

9. Should not be hesitant to do cold calls.

Financial

Target - Services Sales + Renewals as per the accounts as per the Gross Margin norms of the company annually. This would include New Booking, Renewals and Product Billing. The target will be finalised in accordance with accounts.

Emphasis will be more on IT Services than IT Products.

Non-Financial

Managing engagement and relationship with Global and Local Accounts in the states of Karnataka and driving parameters of client engagement, process excellence, and collaboration.

MINIMUM REQUIREMENTS & Experience

Education & Relevant: Graduate in any discipline a must. Masters in any discipline would be preferred.

- Business Understanding

- India is a growing nation with rising needs and demands.

- Governments are becoming increasingly governance oriented.

- Customers are growing increasingly impatient to get an edge over their competition. Eco system is rapidly evolving & our competitors are quick in learning and presenting alternatives.

In such a scenario, to carve out a niche for ourselves and create and generate demand for our offerings is challenging. The candidate must have an understanding of how these factors interplay at work and can affect the situation at the business battleground.

Knowledge and Skills:

Knowledge:

1. What is trending in IT Services

2. Understanding the CMS Services space and have good connects in the space in the region.

3. Impact of SMAC on client engagement & service delivery models.

4. Differentiated positions of established Tier I and Tier II IT System Integrators.

5. Ability to think out of box and excellent communication skills

Competencies:

1. Business Acumen- Establishing relationships and sustaining credibility with executives

2. Relationship Adeptness - Discerning and professionally capitalizing on political forces in an organization. Good regional connect with Accounts and their CIO for the region

3. Value Creation - The ability to create demand for products or services by identifying, tracking and measuring customer business value

4. Executive Bonding - Establishing relationships and sustaining credibility with executives

5. Political Advantage - Discerning and professionally capitalizing on political forces in an organization

6. Competitive Differentiation - Maximizing competitive advantage by effectively- and ethically- distinguishing solutions from those of competitors

7. Resource Optimisation-The ability to manage internal and external resources efficiently and effectively in order to ensure sales and business success