Sr. Manager - Sales

Sr. Manager - Sales (New Logo)

Drive deep and strategic customer engagement in the assigned set of (New Logo) accounts. This role specifies a complete account ownership and responsibility for new order booking (OB) and Revenue, growing into P&L management of the account. The requirement is to bring in new accounts by beating competition and displacing incumbents. Once penetrated, the goal will be to drive account level product penetration by up-selling and cross selling into the account (improve product penetration ratio (PPR)).

The role is responsible to drive achievement of sales targets (OB) through sales planning, prospecting, relationship building, opportunity identification, qualification, deal pursuit and closure within the assigned account sets. The seller will continually seek to increase wallet share within the targeted accounts and meet or exceed the OB and Revenue targets ensuring minimal churn impacts on the overall portfolio.

Main drivers for success:

Ensuring revenue increases through newly acquired customers and an incremental wallet share from acquired or onboarded customers

Achieving assigned OB targets

Market penetration and new account break-ins, and then cross-selling into account to improve PPR

Reducing churn over current market share

Developing digital transformation deal funnel and driving pursuit strategy to closure

Attaining domain knowledge, creating account development plans

Working very closely with team of solutions architects, Commercial teams, sales specialists and technical managers, bid managers of New Logo RTM across region.

AREAS OF RESPONSIBILITY (Key Activities)

Drive enterprise business across given set of enterprise accounts, look at maximizing the wallet share for a customer and drive the account forward with a strategic approach in constructing a digital transformation solution for the customer .

Making sure that BD teams, along with Bid management, solutions, legal and commercials are well aligned in stitching a deal together for a customer.

Expand product footprint and also account footprint across region by penetrating into competition accounts like a challenger with solution based value proposition.

Applying GTM themes to do consultative challenger sales at customer place.

Discuss & implement a project after identifying the problem area internally with product & solutions team , setting up periodic bid calls between , sales , legal , commercial , solution & product to deliver the desired solution to customer .

Creating industry / vertical wise break through plans on lines of digital transformation

Constant upgrade of skills by acquiring all Role based curriculum recommended Trainings & Certifications

Minimum Qualification & overall experience

Bachelors in STEM (preferred) and/or Master’s Degree in Management from a premier institute with 08- 15 years of enterprise sales experience (incl. 1-2 years country wide experience)

Should have worked with Cloud services, Telecom/IT/SI organisations in account management role.

Any Technical Sales Certification in Cloud , Hosting , Security , UCC & Managed Services would be preferred . Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management like accreditations would be an added advantage .

Certified in Account Management; Certified Sales Specialist by Cisco /MS preferred. Certified in Innovation & Creativity, Market development initiatives /territory penetration is an added advantage.

Other Skill sets required:

Excellent Communication skills/Client relationships (existing and ability to create new)/Executive engagements /Strategic planning/evaluating new account penetration techniques.

Excellent command on key industry verticals, including but not limited to, manufacturing, automotive, ITES, software, and advanced product knowledge in global networking, security and unified communications a distinct advantage