Key Responsibilities:
- Generates demand and selling IT/Cloud Infra Managed Services solution
- Generates demand by assisting clients to identify and qualify current needs and effectively articulate how the company can add value through its IT/Cloud Infra services and solutions offering.
- Addresses the objections that a client may pose in moving to a IT/Cloud Infra managed services solution.
- Appropriately allocates sales time between assigned clients and new prospect opportunities; yet ensure focus remains on the top clients/prospects and balance opportunity size with likely outcomes.
- The success of the services agenda and successful sales will rely on successful partnership with others; this will include regional leads and services teams to work on the best outcome for the client.
- Engages and coordinates with partners and/ or vendors to drive select deals through vendor-based opportunities.
- Engages with the broader organization such as the Offer Management, Commercial Architecture and delivery teams to promote and support high-value services opportunities.
- Participates in regional sales governance processes and deal Clinics to profile opportunities.
- Managed Services industry trusted advisor -
- Builds deep and long-term relationships with client leaders in a Managed Services opportunity and executes a competitive win strategy through understanding the client's business requirements and competitive landscape.
- Maintains a high level of relevant service knowledge to have meaningful conversations with clients; including the industry that the client operates in.
- Contributes to the knowledge base of the company's services solutions within a services practice by sharing best practices with internal teams as well as client teams; ensuring that internal teams are aware of typical client challenges.
- Helps build and support commercial solutions for Managed Services solutions and design deals that meet client's needs and ensure win/win solutions for both client and the organization.
- Constructs the managed services deal including the commercial modelling, negotiate contractual terms, mitigate legal risk and obstacles, and move the proposal to close to meet assigned quota.
- Manages a pipeline of opportunities and creates and documents a shared strategy to meet sales target such as net new customer pursuit plans to land new logos, activities to achieve client satisfaction, minimize churn, cross-sell, upsell, revenue, and margin goals.
- Collaboratively works with extended sales teams and commercial architects to successfully position the service and see the opportunity through to closure.
- Partners with internal teams to ensure scope of work and proposals are tracked, managed and delivered on time.
- Develops and implements an opportunity plan, to provide regular check-ins with the primary point of contact and have an established process for getting buy-in from all stakeholders.
- Ensures DATA is accurate based on sales reporting standards to provide DATA-driven insights.
- Supports the negotiation of deals with clients and leads the internal account management team to enable conclusion of services deals.
- Contributes to the knowledge base of the company's solutions and services by sharing best practices, industry and technology trends with internal stakeholders and clients.
- Participates in regional reporting cadence as it relates to regional performance and major deal reviews.
Knowledge and Attributes:
- Good knowledge of IT/Cloud infrastructure principles and products.
- Good understanding of and the ability to position organization's services offerings that may span multiple technology domains across IT/Cloud Infrastructure Managed Services, Support Services, Consulting Services and Technical Services.
- Good understanding of platform delivered services and how to articulate the value of standardized, centralized and optimized services
- Conversant with a business outcome led approach to sales.
- Good understanding of broader IT infrastructure components, such as servers, storage, virtualization, and DATA centers.
- Good understanding of financial statements and metrics, including revenue, expense control, and growth relative to market in order to hold strategic client conversations.
- Have the legal knowledge to discuss contracting with the client and understand how to position terms as a value exchange.
- Client-centricity coupled with problem solving.
- Good business acumen and negotiation skills to craft solutions that are beneficial to the company and the client.
- Ability to proactively and independently identify and qualify opportunities, an entrepreneurial mindset if key.
- Natural team player – ability to coordinate and liaise with delivery teams across multiple business areas.
