About Tracxn :   Tracxn (www.tracxn.com) is a Bangalore based product company providing a research and deal sourcing platform for Venture Capital, Private Equity, CorpDev and professionals working around the startup ecosystem.  We are a team of 500+ working professionals serving customers across the globe. Our clients include funds like Andreessen Horowitz, Sequoia Capital, Accel Partners, NEA; tech giants like SAP; educational institutes like Stanford, IIMA; and corporate giants like Nestle, Standard Chartered and Samsung.  Position :   - We are looking for a hands-on Business Development professional with a proven track record, to join us as Vice President - Business Development. You will manage and grow a high performing Business Development team. You will be responsible for driving end-to-end sales of our SaaS product to Venture Capital funds, Fortune 2000 companies, Investment Banks, Accelerators and Incubators, Universities etc. The role is based out of Bangalore, where you will work closely with your team and reach out to prospects remotely, over calls, emails and video conferences. Please note the role does not involve travelling to clients location.   - Tracxn has a process-driven environment, driving continuous improvement at both individual and team levels. Besides conventional sales targets, we imbibe best practices with focus on increasing efficiency of our people, so that they themselves push the envelope.  Key Responsibilities :   - Develop a 360 degree understanding of Tracxn's product, customer categories and competitors  - Develop a thorough understanding of Tracxn's products and offerings  - Understand the different categories of customers we cater to. Understand how companies in these categories are driving innovation, investment decisions.   - Understand how Tracxn creates value for these companies. Understand how they use Tracxn's platform and keep identifying newer use cases  - Monitor competitors- activity globally. Stay updated about price points, new products/offerings launched  - Stay updated on market developments that may have a direct impact on the business  - Initiatives by existing and/or target customers. For ex. A corporate client whose Corp Dev team is working with us launches a startup incubator  - New initiatives that may impact the market as a whole. For ex. a large corporate in a traditional industry sets up an external innovation team. This may lead to other corporates in this industry setting up similar teams  - Regulatory changes which may lead to innovation  - Understand and implement the Sales Playbook :   - Thoroughly understand and implement the Sales Playbook - A sales guide created by Central Business Team. This includes whom to reach out to, the sales pitch, and the mailers among other things. Notify the Central Business Team if anything is missing/not working out and needs to be updated. Sales playbook includes following:   Allocate accounts :   - Prioritise customer categories on the basis of relevance of use case, sales conversion ratios, potential market size, engagement with Tracxn's marketing initiatives etc  - Design a thought-through allocation plan to distribute leads and accounts amongst the BD Team. For ex. you may choose to allocate accounts on the basis of customer category (VCs, PEs, Corporates), or Geography (India, US, UK), or a combination of these two (VCs in India, Corporates in US).   - Re-allocate accounts to maximize the chances of conversion by leveraging individual traits like subject matter expertise, exposure to the geo, and past track record of your team  - Ensure inbound leads are serviced in timely fashion :   - Agree with marketing on the definition of Sales Qualified leads (SQLs)   - Ensure all SQLs are reached out in timely fashion. Plan for contingencies such as Lead owner on leave, more leads assigned to a person than he can handle, multiple owners of a lead etc   - Ensure the team is using Sales Playbook to reach out to leads in most optimal way. Train and assist the team to customize the sales pitch according to the prospects and the situation  - Ensure healthy sales pipeline through outbound :   - Train and help the team members in generating demos via outbound - sending cold mails to the relevant contacts in the accounts assigned to them. Ensure the Sales Playbook is used by the team  - Ensure regular activity in all the accounts assigned. Re-allocate accounts with no activity from salesperson, new joinees, salesperson leaving the team etc.   - Proactively assist team members in closure   - Supervise and proactively assist team members where your intervention may be required to close the sale. Brainstorm and customise the sales pitch according to the prospect  - Train and help the team members in preparing for the demos. Review the pre-demos notes filled by the sales team and suggest improvements  - Train and help the team members on how to push for closure once demo is done  - Manage Sales Operations - Conduct 1-on-1s with AVPs on a daily basis :   - Solve closure related customer queries. For ex: Missing use case, Pricing issues etc. Help team members in closure if needed   - Review the work done by the team, including new reach-outs done, followups made, demos given, sales pipeline created. Provide pointed feedback and improvement areas on the approach, quality and throughput of the work done. Take feedback from top management on decisions taken.   Build and Manage your team :   - Determine hiring budgets and plans for current and future personnel requirements  - Define - Who To Hire for different positions including work profile & experience, education and salary benchmarks. Work closely with Recruitment Operation team to fill the position  - Identify training needs of each person to reach their peak potential. Employ different training and mentoring methods for different team members, as needed  - Responsible for performance management within the team including appraisals, monthly ratings, discipline, etc  - Track conversion funnel and provide strategic input :   - Closely monitor the conversion funnel - sales pipeline, leads reached out to, demos set up, post demo followups, and closures  - Closely track the team's activity and identify the categories (Corp Dev, Investment, Innovation etc.), industries (VC, Investment Banks, Telecom etc.) and the different sources (signups, report downloads, social media activity etc.) from which demos, conversions and renewals are happening. Suggest categories to be prioritised or new categories to experiment with  - Accurately forecast the revenue and growth numbers while accounting for contingencies like downtime, market cyclicity  - Regular updates for the Leadership Team and the Board on on key sales metrics including new customers, renewals, churns, and growth rate etc. Identify the bottlenecks and update management  - Analyse issues raised by customers. Provide feedback to Product, Business and Customer Success teams to improve the customer life cycle and experience  Improve the Sales Playbook :   - Work with Central Business Team and pick projects to help improve the Sales Playbook. You can work on mailers (reach-out, follow-ups), collaterals, pitch across customer categories   - Evolve Sales Playbook after understanding latest global practices, feedback from the BD team, interaction with the customers, past experience etc.   Requirements :   - 10-13 years of total work experience with the previous 5 years in Business Development  - Managed a team of at least 5 sales persons  - High intent of getting things done.   - Strive for excellence. Strong commitment to improve things every day.  - Ability to take decision based on sound logical arguments. Seek continuous feedback to deliver most optimal solutions  - Strong team player. Keen interest in mentoring and grooming team members  - Willingness to relocate to Bangalore  What can you expect at Tracxn :   - Meritocracy driven, candid culture. No politics.   - Like minded intellectually curious colleagues.  - Design system & processes for high accuracy, efficiency and scalability  - High Paced Learning. Continuous Mentorship to help Achieve Peak Potential  - Learn to Manage Multi-Tier Reporting  Founders:  Neha Singh (ex-Sequoia, BCG | MBA - Stanford GSB)  Abhishek Goyal (ex-Accel Partners, Amazon | BTech - IIT Kanpur)

Bangalore

Tracxn - VP - Business Development - Americas 

Tracxn - VP - Business Development - Americas  ,Job Description for Tracxn - VP - Business Development - Americas  in Tracxn Technologies Pvt Ltd in  Bangalore for (10-13) years of experience. Apply Now!

Job Description for Tracxn - VP - Business Development - Americas  in Tracxn Technologies Pvt Ltd in  Bangalore for (10-13) years of experience. Apply Now!