Address- BE (ECE / CS/ EE) + MBA (MBA & B. TECH )
- 6+ years of Sales/BD experience in (IT) Engineering Services domain
- 4+ years of experience working as an Account Manager in (IT) Engineering Services domain
Year of Experience: 10-20 years (check the Minimum Qualifications section for details)
Role and Responsibilities:
- Managing a sales team efficiently and ensuring KRAs of all team members are achieved.
- Set targets, motivate the team to meet and exceed targets
- Improvise upon existing sales process and analyze each deal to improve conversion rates, number of closures each month, and ARR
- Ongoing training to ensure process adherence, product, and solution-based selling
- Formulate Account & Sales strategies in collaboration with the Marketing team
- Ensure accurate and complete information is captured in the CRM system Achieve weekly, Monthly & Quarterly target commitments
- Drive the entire sales cycle with the sales team from initial customer engagement to closed sales. Lead in participating negotiations with qualified key accounts/opportunities.
- Maintain active funnel to satisfy sales targets. an - Develop and maintain territory plans that outline how sales targets will be met on an ongoing basis
- Cultivate strong relationships with third-party and partner companies that may be required to deliver full solutions understanding to customers
- Work with marketing to plan and execute lead generation campaigns. Generate & qualify leads.
- Develop comprehensive sales plans.
- Review Techno-Commercial Proposals etc. Essential Skills:
- Experience in working for USA geography.
- Experience engaging with C-level stakeholders at the business and technology levels, using a Strong understanding of various buying roles and personas and having the ability to position a Structured approach to the sales cycle, a good understanding of the technology industry
- Strong sales planning & execution skills are required. Candidate should also demonstrate solid personal leadership & serve as a role model for his team.
- Strong customer value orientation - you want your clients to succeed with their objectives
- Demonstrable track record of sales generating in amounts of $5M and upwards
- Account management and acquiring new business
- Excellent written and oral communication skills
- Strong negotiation and persuasion skills
- C Level connect across multiple industries
- Ability to build relations and communicate with senior managers about their business challenges.
Ability to work collaboratively with employees within the sales function and across functions including :
- Marketing, Sales Operations, Project/Program Management, and Engineering Services Delivery teams.
- Experience with target account selling, IT solution selling, and/or consultative sales techniques.
- Track record of exceeding assigned Account P&L(s) targets in contiguous, multiple years.
- Sample Companies to target with similar skills: VVDN, Sasken, Global Logic, Happiest Mind, Mind Tree (All big IT giants should have similar profiles like TCS, Infosys, Capgemini, Cognizant, etc.)
Mandatory Keywords: Engineering Services, Account Management, P&L Management, Consultative selling, Solution selling, Engineering Solution, IT Solution selling
