AddressROLE AND RESPONSIBILITIES :
- Responsible for achieving the Topline and the Gross Margin Business Goals of her/his assigned customer/business-territory/product or solution LoB, for Enterprise Application & Software Business.
- Own & run through the entire Sales Life-Cycle from Qualified Opportunity creation through-to-closure (Win/Lost) with help from Pre-Sales(PS), Delivery Anchors(DAs)/Nodal Custodians(NCs)
- Initiate and drive customer presentations on products and solution offerings.
- Work closely with the Marketing team to successfully executive Marketing Campaigns for her/his business- territory in close coordination with the NC
- Convert Leads to Qualified Opportunities, following the BANT guideline
- Establish & maintain strong relationships with clients & new prospects (following up on inbound leads from different sources, proactive cold calling; and following up on outbound marketing campaigns)
- Create & maintain proposals, margin sheets, customer contact details, etc. & store in a central repository
- Update Sales Reporting Tools (Business Scorecards, CRMs, XLs, etc.) on a regular basis
- End-to-end customer account ownership (even owning the accountability for any task execution by others for her/his assigned customer territory, viz. Service Agreement Sign-off, Credit Health Check, Legal Agreement sign-offs, Partner empanelment sign-offs, etc.)
- Present the performance progress in weekly Rhythm of Business calls (reviews)
REQUIRED QUALIFICATION, WORK-EXPERIENCE & SELECTION CRITERIA :
- 5+years of relevant experience as a Business Account Manager in Enterprise Application (Custom Ent.Application, Application Managed Services, Application Resourcing, etc.)
- Good hold on key accounts preferably in Manufacturing, Retail, IT/ITeS, Services, Ed-Tech, E-Commerce, Logistics, Media & Entertainment, Energy Services, Aviation and Travel, Mobile & Telecom industries
- Excellent (effective) communication (verbal & written) with proficiency in English and Hindi
- Clarity on Sales Numbers (Goals, Achievements, Avg., Ticket Size, etc.)
- Hands-on experience of using Sales/Reporting Tools (MS Excel, G-Spreadsheet, PPT/G Slides, CRM, etc.)
- Street smart with the ability to work in a fast-paced environment, and meet deadlines.
- Possess personal, active, and verifiable network of business contacts along with strong drive to succeed, no matter the odds that may set in
- Own vehicle for local travel for customer / business meetings.
PREFERENTIAL SELECTION CRITERIA :
- Hardcore Sales experience of Custom Apps. & Apps. Support Licenses and Services.
- Strong understanding of Enterprise Applications, Custom Apps. Development and Application Support solutions/projects along with relevant certifications, if any.
- Team-handling skills
