Senior Manager - Business Development - IoT

- Should have a BE Electronics & Communications or Computer Science Degree.

- A MBA degree would be an added advantage.

- Should have around14 years experience in B2B / Direct Sales and Business Development

- Extensive Technical / Value Add Sales skills - Experience in writing Technical Proposals

- M2M or IOT Sales & Industry experience will be an added Advantage

- Should understand some Verticals and Verticals strategic environment and evolution within India i.e a knowledge about some verticals, but not all verticals, is required

- Should have good contacts in the Verticals industry (Enterprise Segment) at the CXO Levels in the relevant cities (NCR / Mumbai / Bangalore) / regions.

- Good understanding of business case building & Financial Modeling,

- Good experience in presenting to the CXO Level is a must

- Should have sold Solutions to the CXO levels

- Prior Sales experience in working on strict deadlines and meeting Targets is a must.

- Receipt of percentage of the Variable Components / Incentive in prior Jobs should be checked & should be above 70 - 80%

- Should have Very Good Communications (both written & verbal)

- Should have experience in Negotiating Large Value business deals

- Should be Fluent in Spoken and Written English

- Used to personal productivity tools (e-mail, Word, PowerPoint, Excel),

Roles :

- Make Cold Calls, Fix Appointments at CXO levels and be a Hard Core Foot on Street

- Build strong Relationship with clients at the CXO levels

- Account Management of clients

- Value Added and Solution selling to clients

- Focus on the Private Sector

- Will have to manage the Customer's Expectations

- She / he develops a pipeline of sustainable qualified opportunities.

- She / he develops the right strategy to win the bids, based on Unique Selling Points of internal and external parties that he / she leverages.

- She / he ensures the bid complies with TC Bid governance and bid guidance

- Responsible for Customer satisfaction

Major Activities :

- Work with the System Integrator / Channel's Sales team on the development of the bid strategy (Sales strategy, procurement strategy), define with Commercial Ops in the pricing strategy,

- Responsible with legal for the contractual matters with subcontractors (legal clause, SLA, etc.),

- Responsible for the Business Solutions Document (or equivalent, any proposal document)-,

- Articulate and sell the TC IoT Unique Selling Points for that bid

- Develop the Executive Summary for the bid,

- Is responsible of the right level of engagement with and the evaluations of subcontractors (contracts, commitments).

- Is responsible of the Quality of TC IoT proposal.

Behavorial :

- Should be a self-Motivated & Aggressive Sales person and should be a Very Good Team Player

- Should believe that IOT will be a success in India

- Should be a passionate person and should love his Sales Job

- Capability to manage, give directions to people that do not report directly to you

Jobs contacts :

- Pre sales function

- Network Design function to ensure capabilities to deliver and maintain

- Product Management function

- Finance function to set costs base, price and discount

- Finance Function to measure revenue and P/L

- Legal for all contractual matters in service definition / channels contracts

- Public Relations and Communications to announce / advertise the offerings