Senior Manager - Enterprise Segment - IT Services

Sr. Manager - Enterprise Segment is responsible for driving growth of Enterprise Segment within organization. This includes leading the consultative Sales team towards identification, nurturing & developing Key Accounts with multiple engagement points. Seasoned Business Leader with balanced techno-business acumen to influence client centric solutions to evolving client challenges.

Primary criteria include:

- 15-20 years overall experience with

- At least 8 years into IT Service Management in various technical & managerial roles.

- At least 1 year of consulting experience offering advisory services to Enterprise accounts.

- At least 3 years of experience as Enterprise Account Manager with individual targets

- minimum 2 years of experience in managing a team of Business Development Managers & Account Managers selling Enterprise IT Solutions to global clients.

- Have a proven track record of growing IT Services ticket size from 50K USD and above for Implementation projects and 250K USD and above for Managed Operations and Strategic staff augmentation services. It is very important that this experience is in a niche domain with average bill rates of 40$ / hour or above.

- Experience growing some GCCs accounts in India, SEA or ME would be highly valued.

What You'll Do:

- Develop & Implement Business Plans for newly identified segments, offerings and regions. Regions include India, SEA, MENA and USA.

- Strong Experience selling Enterprise offerings for IT Services division. Enterprise offerings including Strategic Staff Augmentation, Managed Teams, Managed Services and Shared Managed Support.

- Represent your customer segments with their needs and challenges and bring market insights towards designing and aligning client centric Enterprise offerings. Operational

- Influence products from various Organization offerings like Atlassian,Cloud /AWS, Monday.com, DevOps & Digital Services into your Enterprise Accounts.

- Managed Enterprise Sales / Accounts teams to identify, build and nuture Account roadmap to Million$ dollars and execute account growth strategy in these accounts.

- Experience independently developing a team for growth in regions like the Middle East & SEA will be highly valued.

- Discover Opportunities working closely with customers or source RFPs from the market. Lead RFP response team working closely with internal cross functional teams.

- Navigate various influencers & decision makers within the account and nurture strong relationships across client organizations. Connecting and engaging with the IT Management, software Engineering and Business Division heads to grow multiple engagements within large accounts.

- Explore potential business deals by contacting potential customers; discover and explore cross sell and upsell opportunities from accounts.

- Maintain in-depth knowledge of industry trends and competition

- Work effectively with Pre-Sales, Architects and Delivery teams during pre-contract & post contract cycle to effectively engage & penetrate into an account.

- Navigate and operate effectively in a matrix Business Development organization

- Identify and develop strategic alignment with key third party influencers

- Work closely and collaboratively with internal stakeholders.

- Work closely with Marketing and other BU Sales resources to create and manage the pipeline of new business in both existing customers and prospects.

- Grow net revenue in the market by producing business plans to achieve revenue goals.

- We are looking for this role to grow from a Sales Leadership role to gradually Segment Leader role and eventually into a Business Unit Leader role. Sound understanding of managing Revenue Structure and Cost structures to take-up P&L responsibilities will be key to grow on this path.

What We Are Looking For:

- Must have 5+ years of experience in managing a team of at least 5-8 senior Sales professionals and Enterprise Account Management selling Enterprise IT Solutions to global clients.

- Experience being part of an Enterprise growth journey from less than 150 employees company to 500+ employees company will be highly valued.

- Proven track record of developing at least one Million US Dollar IT Services accounts from scratch in a few years.

- Strong understanding of Enterprise collaboration and automation technologies at least in one of the below areas

- DevOps, SDLC, Agile Solutions

- ITSM

- Program and Portfolio Management (PPM)

- Cloud Adoption, Migration & evolution solutions

- Independently handled and groomed large accounts with average deal size of 1 Million Plus per account of IT Services Business; preferably multiple engagements from multiple divisions within an account adding up to 1 Million$+.

- Proven track record of successfully managing distributed Sales teams across multiple geographies. Flexibility to travel frequently to domestic & international customers.

- Strong experience sourcing and leading RFPs for IT Services is a must.

- Should have good experience in the following industries (BFSI, Healthcare, Pharma, Telecom)

- Successful track record in SaaS or IT Services sales leadership going through rapid growth during the expansion phase.

- Strong network with C- Level executives or equivalent at large enterprises

- Experience in selling Enterprise collaboration and automation software in the area of DevOps, ERP, Atlassian Domain, Customer Service etc. is a must.

- Excellent verbal and written communication skills

- Excellent project management skills

- Comfortable working in a fast-paced dynamic environment

- Ability to get involved in complex scenarios and work directly with prospects, customers & cross functional teams.