Principal Sales Manager - Strategic Accounts

Responsibilities of the position

- As the leader of an Account Team Unit, this leader will drive One paradigm in the assigned set of Strategic Accounts. This will include spearheading a deeper engagement with the accounts across its business functions/Line of business/Operations that are pertinent to One solutions initiative and will entail strengthening our engagements with all relevant CXOs.

- Drive hyper incremental business growth in assigned strategic accounts with One initiative.

- Understand assigned clients' business requirements in detail including their roadmap for IT, their domain specific solutions and associated growth or pain areas; Work with multiple extended teams at to apply knowledge of products, solutions and services to assimilate solution sets around these areas and help clients to meet their business objectives.

- Strategic Account management; develop and maintain Account Plans and meticulously track the progress of the planned actions; Identify business opportunities, achieve assigned financial/non financial goals, and identify opportunities to increase 'wallet share' within assigned clients and business partners;

- Analyze problems by using past sales experience and good judgment; work with other functions or team members to develop solutions to resolve problems

- Under minimum direction, develop relationships which promote the understanding of client's business objectives and goals - Strong appetite for business growth

- Ability to get into new accounts and acquire them to increase wallet share

- Domain Knowledge of key industry verticals eg BFSI, Manufacturing, IT/ITeS.

POSITION REQUIREMENTS

- Overall experience of 18 to 20 years with Enterprise sales experience of at least 10 years. Solution/ software sales experience in consultative/value selling mode of at least 3 years

- Strong people management skills, preferably with at least 5 years experience of leading a team of sellers.

- Superior collaborator with extended teams

- Ambitious: High on passion to Win and succeed

- Proven sales background: Understanding of the local business ecosystem comprising Enterprise customers, channel partners and resellers.

- Strong Integrity

- Strong engagements and relationships with CXOs (CIO/ CTO/ CDO/ CISO/ CHRO)

- Develop relationships which promote a deep understanding of the customers' business goals and objectives and drive an alignment of these with solutions and services

- Excellent negotiator

- Technology enthusiast with good understanding of three or more of the following technology areas: Hybrid Cloud, Server compute & Storage, End point Security, Artificial Intelligence/ Machine Learning /Computer Vision, Edge Computing and Managed Services.

- Superior communication & influencing skills; a team player & a leader

- Strong in Advanced Microsoft Excel & PowerPoint

- Superior spoken and written communication skills - Understanding of prevalent Industry solutions in Enterprise in their Digital Transformation journey as well as in IT modernisation.

- Knowledge about key industry verticals in these territories, Line of Business Applications and associated customer priorities/ projects.

- Strong technology orientation on Industry solution use cases in Retail, Industry 4.0/ IIoT, Flexible Workspace, Unified Communications.