SKP Group - Manager - Solution Sales

Role Summary: Solution Sales

This role involves 4 aspects:

- Understanding requirements of clients

- Mapping those requirements with Nexdigm's service offerings

- Preparing solutions/approaches that marry Nexdigm's offerings with the clients' requirements

Note: This involves extensive interaction with the clients and respective practice leaders from Nexdigm.

- Achieving closure of deals by assisting in pricing and sign-off

Additionally, the candidate will also be responsible for supporting senior sales leaders from Nexdigm in scouting, prospecting, and preparing for potential sales opportunities.

This is an individual contributor role and the selected candidate will be expected to provide ground-level support in the above-mentioned areas to senior leaders in the sales team.

Responsibilities:

- Understand a prospective client's current state/ business requirements and drive proactive consultative selling

- Develop compelling proposals, SOWs, approach notes, pitches, responses to RFPs / RFIs catering to Business Process Management and Business Consulting

- Play a key role in the journey of a qualified lead to closure through:

- Summarizing client requirements to operations teams

- Finalizing delivery approach in close co-ordination with the respective operations teams

- Preparing solutions/pitches that include resourcing, pricing, and value proposition

- Incorporating client feedback

- Achieving sign-off and handover to operations teams for start of delivery

- Work on knowledge management initiatives such as standardization of collaterals, pitches, case studies and other sales-related documents

- Working closely with clients to build long term relationships

Requirements:

- Graduation: B.E./B.Tech (IITs, NITs, well-recognized regional engineering colleges)

- Post Graduation: MBA (only from flagship courses of Tier-I B schools e.g., IIMs, ISB, MDI, SPJIMR, NITIE, FMS, XLRI, etc.)

- Prior experience: The candidate is expected to have work experience in MNC(s), preferably in services sectors - Business Process Management (BPM), Business Process Outsourcing (BPO) and Business Consulting,

- Mandatory: 2 years

- Preferred: 3-5 years

Mandatory skillset :

- Excellent written and verbal communication skills

- The candidate will eventually be responsible for interacting with CXO-level existing and potential clients.

- Experience of working with stakeholders from US and Europe is preferred.

- Advanced level of competency in MS Office Suite:

- MS Excel - Advanced Competency

- The candidate must be well-versed with formulae, short-cuts, pivots, working on complex models and working on large multi-tab spreadsheets.

- Knowledge of Macros and VBA is good-to-have but not a must-have requirement.

- It is expected that the resource will be able to work on MS Excel at a considerably above-average speed.

- MS PowerPoint - Advanced Competency

- The candidate must be able to prepare high-quality presentations which will be used in pitch meetings with prospective clients.

- Adept at using smart-arts and icons

- It is expected that the resource will be able to work on MS PowerPoint at a considerably above-average speed.

- MS Word - Advanced Competency

- The candidate is expected to prepare approach notes, questionnaires, and proposals.

- Experience of preparing well-structured proposals, master service agreements, SOWs, etc.

- Strong analytical and strategic thinking skills

- Ability to assess technical information to distill the key strategic insights and convey these succinctly, clearly, and confidently orally and in written form

- Personal drive and positive work ethics to deliver results within tight deadlines and in demanding situations

- Self-driven and ability to work independently