About the Client/Organisation
Join a high-impact global organisation at the forefront of digital innovation. This global leader in IT services and consulting helps businesses modernize their operations through innovative technology solutions. It partners with clients across industries to drive digital transformation, offering services such as cloud migration, cybersecurity, data analytics, and enterprise applications. Known for managing complex IT ecosystems, it supports organizations in enhancing performance, improving customer experiences, and achieving sustainable growth.
Duties & Responsibilities
Managing the Business
- Account Planning-
- Assists in planning sales strategy; aligns tactical account plans with overall corporate strategy; actively develops and manages geography business plans to meet revenue goals/quotas; develops plans that articulate the strategies/requirements essential for focusing sales activities, forecasts accurately and communicates sales progress; actively manages and signs off on account business plans through scheduled reviews and updates.
- Pipeline management- Builds, manages the size, shape and quality of pipeline; analyzes overall win rates and win/loss ratios.
- Deal management- Reviews deals to ensure soundness and problem-free processing by the company's back-end operations; Monitors the number of deals with TAS plan reviewed by managers.
- Strategic sales planning & implementation- Orchestrates the development of strategic sales plans that reflect the company's business strategy, to advance market share/penetration, and achieve profitable growth.
- Competitive Positioning/Strategy- Uses competitive intelligence in account planning and sales activities to develop counter strategies that will neutralize competitive influence on the customer's buying decisions.
Selling as a Sales Manager
- Focus on strategic direction- Understands the overall company/TSG strategic direction and portfolio, and can customizing solutions based on client needs.
- C-level partnering- Contributes to enduring executive relationships at the highest levels of the client's organization; personally interacts with executives; establishes professional relationships and credibility with key IT and business executives in support of other established relationships with the client.
- Consultative selling- Strategizes how to apply consultative-selling techniques to identify and advance opportunities that result in ongoing profitable revenue growth for the company; ensures to have access to other company resources and encourages them to nurture relationships with client influencers and decision makers.
- Industry and client knowledge- Stays current with industry and competitive research and information to enable rich client dialogue;
- maintains an understanding of client business challenges, industry trends and markets; demonstrates breadth and depth of knowledge to position and map company capabilities that align to client business objectives and initiatives.
Education and Experience Required
- Directly related management experience and work results including success in achieving progressively higher quota or other sales related goals.
- Demonstrated level of project management skills.
- Bachelor's degree and higher
- Typically10+ yearsexperience in sales.
- Prefermanaged services, Application Customization, AI, SAP, Core Applications in Banking such as Loan, Deposit, Core Banking Application, Collection, Fraud Applications, Payments skills
- Prefer used to carry quota ofTCV over than 6M USD / year
- Prefer deal size 1- 2 M USD/ Deal
- Focus Industry : Banking (FSI)
Knowledge and Skills
Business Management
- Strategic Planning- Translates business goals into actionable plans and strategies that reflect the requirements and opportunities within area-of-control Aligns area-of-control account and market opportunities with upstream strategic plans and metrics. Sets sales priorities and establishing these as the focus of individual or sales team activities.
- Execution- Actively manages business plans to meet revenue goals/quotes and advance the business interests of the company. Determines if an opportunity is profitable for the company.
- Forecast/Budget Control- Tracks and manages rolling forecasts and budgets to ensure timely and accurate roll-ups.
- Pipeline Management- Builds, Balances quick wins against longer sales-cycle opportunities to ensure both immediate wins and long-term profitability for the company.
- Operations Building/Improvement- Continuously monitors, troubleshoots and improves area-of-control operations to ensure alignment with the company's business direction, the quality of business practices, optimum organizational performance and a highly motivated sales force.
Sales Development
- Resource Brokering/Allocation- Collaborates across the company within the field to access, facilitate and direct the use of resources needed for effective selling.
- Sales Facilitation- Applies influence and organizational savvy to advances.
Strategic Business Planning
- Manages the top- and bottom-line - monitors discounts and margins involved in individual deals to align them with group performance.
- Works with others to create mechanisms that shift the focus from low- hanging, immediate wins to recognizing and providing incentives for large deals/wins.
- Understands industry drivers and the customer base better to bridge company solutions with account-relevant problems and opportunities.
- Builds stronger internal relationships with other groups to ensure seamless selling of total company solutions and to establish clear expectations for resource alignment and support.
- Develop effective counter-measures and messages.
- Builds clear strategies for working with key accounts to pursue and close major opportunities, including clear identification of tactics for accelerating progress through the pipeline.
EA Name: Neethu Jose
EA Licence No.: 11C5502
EA: Registration Number: R1110012
