Zycus - Associate Director - Sales/Customer Account Management - Procurement Domain

Description :

Zycus is looking out for an Associate Director - Sales/Customer Account Management, with strong background in Account Management.

Responsibilities:

- Responsible for driving annual Cross-sell & Renewal targets in the existing set of Zycus customers across India, South East Asia, and Middle East.

- Manage multiple Customer Accounts with defined quota targets

- Manage large enterprise accounts ranging from $2 Billion in revenue to $100B in revenue

- Provide an annual Sales Plan and provide quarterly updates, revisions and modifications to the Plan.

- Manage complex sales cycle selling suite of 8-10 products to CPO's of Fortune 500 organizations.

- Develop an Enterprise Account Plan with value proposition for each enterprise account. As part of this Account plan, work with the Implementation and Operations teams to develop a success roadmap for each customer, working closely with the delivery team to proactively ensure success, and ensure that the customer sees ROI and is referenceable. Drive the execution of that plan to succeed globally within the account.

- Engage with C-level executives at customers, to position Zycus enterprise value proposition and showcase through Value Engineering exercises on hard dollar value generated through Zycus solutions installed. On the back of these Value Engineering sessions drive Cross-sell, Renewals and Global rollouts.

- Coordinate the specific objectives of the Sales Plan with all of the functional departments of the company.

- Compile reports and presentations as it relates to sales goals, pipeline & etc.

- Define and facilitate Effective Customer Onboarding, Account Planning, customer marketing plans, cross sell campaigns, Customer Advocacy and Customer Relationship Management (via formal Business Reviews)

- Define and Measure leading indicators to predict at-risk renewals.

- Work with Operations team to measure the ongoing adoption of the Zycus- suite by customer organization, analyze the adoption trends and progress against customers business objectives/ value KPI's through understanding and implementing high quality adoption measurement.

- Minimize Customer churn and ensure higher customer adoption of Zycus solution, with highest satisfaction ratings (CSIs). Ensure reference of customers for Zycus Solutions.

Requirements :

- Minimum 11+ years of Direct Sales /or Account Management experience in the software industry.

- Consistent track record of achieving / exceeding revenue quota (on premise and SaaS)

- Expertise in managing multi-stakeholder sales cycles and closing large deals.

- Expertise in Procurement, Value Selling, and Value Engineering.

- Ability to nurture customer accounts, manage multi-level hierarchy and exceed the cross sell, upsell, renewal targets consistently.

- Strong executive presence - very comfortable with C-level executives, especially CPOs (Chief Procurement Officer)

- Organized and specific experience with enterprise account planning, global rollouts etc.

- Focused on selling business value to Procurement, Finance and Business stakeholders using ROI and TCO models, rather than competing on - features & functions-

- Ability to identify enterprise client pains and develop unique and compelling value propositions that focus on delivering business value to the client.

- Tech Savvy, Assertive, Consultative, Passionate to compete and win.

- Great at building relationships and working within a team-selling environment.

- Excellent oral and written communication skills.

- Experience with selling SaaS solutions.

- Be a self-starter, a highly motivated person able to work in a fast-paced environment that is continually changing.

- Open to travel extensively in the EMEA and APAC region