Senior Manager/DGM - Sales - Global System Integration

Position Summary

- To act as a bridge between the organization and the GSI (Global SI)

- To nurture / develop a relationship between the GSI and the organization for mutual benefit

- Create JGTM offerings - Sell to, Sell Thru & Sell with initiatives.

- Need to possess superior sales and business development skills who can grow the System Integration business and Network Outsourcing partners in the SI global markets like Americas & Europe & APAC

Key KRA's - Duties and Responsibilities

- Establish executive relationships with market leaders, and those companies that represent significant cross-sell and up-sell opportunities.

- Executive Level Mapping

- Have a strategic vision - both short term and long term.

- Have a clear and well-defined focus about the objective

- Develop and maintain strong relationships with a broad array of IT and ITES business Leaders.

- Develop all business opportunities that are strategic from a revenue perspective or complex in nature, requiring high-level complex selling skills.

- Simultaneously lead multiple projects and manage the business development process by building and maintaining technical and industry expertise to understand and identify individual prospect and customer needs.

- Complex selling and account planning.

- Develop - financial analysis and business case for each selling situation.

- Optimize profitability through financial analysis and prudent business practices.

- Leverage technology, manage and support the sales and external partnering processes.

- Employ solution-selling techniques to identify business needs and developing customized solutions to solve client business problems.

- Identify and coordinate the resources that will be required to complete the sales process.

- Have good leadership skills and thus be able to motivate his/her virtual project-specific team in order to achieve synergy

- Provide monthly reporting of funnel, pipeline, and forecast.

- Achieve assigned monthly/quarterly sales quota.

- Conduct effective client presentations.

- Generate new sales at a level that meets or exceeds established quota across product lines.

- Maintain a funnel of strategic business prospects, and position critical resources on business opportunities with responsibility for managing to assigned quota and closing business.

- Effectively manage customer expectations regarding service features, delivery and implementation.

- Perform business contract review and quality control to ensure integrity of the order and improve book-to-billing ratio.

- Implement sales practices that increase customer retention and minimal customer churn.

- Read and understand technical and non-technical documents as related to the sales of and contracts for Company services.

- Perform high-level positioning and identification of strategic business applications utilizing the portfolio of services and offerings.

- Manage status reporting and analytical procedures to provide management with a comprehensive perspective on the effectiveness of Global Account development.

- Ensure efficient and timely communication with prospects, customers and partners relative to promotions, new products and services, and other marketing and sales activities.