A global business unit in TechMahindra, is looking for a highly energetic and self-driven candidate with the ability to create and lead go to market initiatives driving growth opportunities in the areas of solution sales, for identified solution frameworks, platforms

Directly accountable / responsible for influencing successful sales of industry framework solutions and consulting services working with TechM vertical sales teams and alliance partners. This is a cross line of business, consultative and sales focused role which will require focus on creating & driving pipeline and deal closures.

Functional knowledge in front and back office business processes, Industry experience in one or more of the following sectors is required : BFSI, Healthcare, Manufacturing and Telecom. Other skills include developing / managing relationship with vertical sales teams, clients and partners. This position requires strong executive level selling skills, and the ability to negotiate and close business. The ideal candidate will excel at facilitation of solution workshops, communicating for impact, delivering high performance sales and presales support.

Base Location: Chennai/Hyderabad - India

When not working with India based operations/captive units, this position requires flexibility to travel primarily to Australia, UK, US and Canada

Responsibilities Include: 

- Work with globally spread internal stakeholders and regional Resellers/Channel Partners to establish unique value proposition to prospects. 

- Define & execute focused internal and external marketing campaigns, events along with partners & vertical sales team and demonstrate ROI 

- Facilitate discovery workshops with customer operation teams as well as BPO/KPO/Captive operation units to identify business opportunities 

- Build pre-sales and marketing organizations and improvise sales methodologies, operational processes in-line with growth and excellence aspirations 

- Initiate marketing and sales activities at major accounts to prospect and qualify opportunities to solve business problems

- Collaborate with vertical domain stakeholders to conceive and execute targeted industry campaigns 

- Drive prospect identification, qualification and solution positioning, working with horizontal and vertical unit stakeholders 

- Orchestrate the development, presentation, and demonstration to qualified prospects 

- Oversee and own all aspects of solution proposals, RFI/RFP responses including project identification 

- Provide management data: pipeline, revenues, forecasts, account plans, and activity reports to the management team providing basis for account/opportunity planning 

- Identify, evaluate, and respond to key business issues of the account 

- Maintain relationships and executive contacts with current and potential customers as well as alliance partners 

- Carry revenue target for services sales as well as license revenue sourcing/influencing to alliance partner. 

- Work closely with delivery teams in forecasting and building readiness

Required Experience 

- Master's Degree preferably in Business Administration 

- Atleast 10 years of Sales, Marketing experience with at least 5 years in the IT industry 

- Atleast 3 years of industry solutions selling 

- Establish and lead a team of marketing, pre-sales and sales support members 

- Experience in solutioning, selling complex consulting engagements 

- Demonstrating excellent written and oral communication skills, including presentation skills 

- Presenting proposals and selling software licenses, professional services engagements at client executive levels 

- Demonstrating successful track record of meeting or exceeding consulting services sales 

- Creative solutioning and selling of integrated offerings in collaboration with various stakeholders 

- Experience in leading and delivering on marketing and sales initiatives with tangible results, working across organizational boundaries, and interfacing with senior executives

- Experience working with technology alliances and driving license revenue to partners

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