Manage and grow new client accounts, maintain healthy sales pipeline, lead negotiations, and ensure quality delivery of services.
Role Description
- Responsible for onboarding new logos and manage & maintain a healthy NN (Net New) sales pipeline for accounts and grow new logos to sizeable revenues
- Primary client-facing field representative; to own, drive the continuity and profitability of NN revenues
Job Specifications & Requirements
- Minimum 12+ years’ experience, with at least 5 years’ experience in Sales in the IT-sector
- Well networked with customer organizations
- Experience of handling larger outsourcing engagements within the IT-Service industry (pre-sales or sales phase)
- Proven track record of sales successes. Project Management experience
- Willingness to travel. Open, communicative and team-oriented
- Self-reliant and compelling, Analytic and conceptual frame of mind
- Goal oriented, resilient
Key Responsibilities
Lead generation and onboarding new logos
- Collaborate with Vertical Leaders, Practitioner Sales, Client Delivery Leads to identify services/ offerings / value proposition to take to the customer based on client requirement
- Forge relationships with buying offices of potential client, gather relevant vertical and market knowledge
- Learn, know and bring the best of Black Box to customer (offerings, use cases, etc.)
- Define overall pursuit strategy incorporating feedback from past customer experience; develop client proposal and pricing along with bid manager and Solution Architects
- Generate leads through secondary research and pursue leads identified by marketing teams and leaders
Drive leads to closure
- Own actual negotiation; also coordinate inputs / participation from different stakeholders
- Develop negotiation strategy & negotiate contract / agreement; oversee bid manager in drafting SoW for contract; participate in win/loss review
- Collate & communicate learnings from pitches, proposals, customer feedback to Sales team
Oversee account handover to Vertical AM
- Identify customer needs and facilitate account setup to commence delivery operations along with the Client Delivery Lead/Delivery Manager
- Create robust transition plan for account handover to Vertical AM
Coordinate and act as conduit for overall delivery and operational excellence for the account including financial planning & tracking
- Coordinate with Delivery team to ensure high quality delivery – conduct joint discussions for implementation, delivery and contractual obligations
- Own cost metrics for an account - with inputs from Client Delivery Managers of individual projects
- Identify margin improvement initiatives and coordinate with Delivery Managers/ PMs to execute and implement these initiatives
Key Interfaces
- Collaborate with Bid Manager/proposal team for proposal writing
- Collaborate with Practitioner Sales to identify services/ offerings/value proposition to take to the customer based on client requirement & with bid manager to draft RFI response
- Work with Sales Ops team to create a repository of leads, clients, buying offices, reason for drop-outs etc.
- Orchestrate account performance reviews, status update, timeline adherence, SLA adherence etc. along with Client Delivery Manager
Top Skills
It Services
Project Management
Sales
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