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 in the Bangalore / Karnataka MarketWell networked with customer organizations in Bangalore / Karnataka stateExperience of handling larger outsourcing engagements within the IT-Service industry (pre-sales or sales phase)Proven track record of sales successesProject Management experienceWillingness to travelOpen, communicative and team-orientedSelf-reliant and compellingAnalytic and conceptual frame of mindGoal oriented, resilientKey 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 requirementForge relationships with buying offices of potential client, gather relevant vertical and market knowledgeLearn, 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 ArchitectsGenerate leads through secondary research and pursue leads identified by marketing teams and leadersDrive leads to closure
Own actual negotiation; also coordinate inputs / participation from different stakeholdersDevelop negotiation strategy & negotiate contract / agreement; oversee bid manager in drafting SoW for contract; participate in win / loss reviewCollate & communicate learnings from pitches, proposals, customer feedback to Sales teamOversee account handover to Vertical AM
Identify customer needs and facilitate account setup to commence delivery operations along with the Client Delivery Lead / Delivery ManagerCreate robust transition plan for account handover to Vertical AMCoordinate 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 obligationsOwn cost metrics for an account - with inputs from Client Delivery Managers of individual projectsIdentify margin improvement initiatives and coordinate with Delivery Managers / PMs to execute and implement these initiativesKey Interfaces
Collaborate with Bid Manager / proposal team for proposal writingCollaborate with Practitioner Sales to identify services / offerings / value proposition to take to the customer based on client requirement & with bid manager to draft RFI responseWork 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 ManagerKey Metrics
KPIs
RevenueOrder bookgross margin deliveredPipeline sizeNew logos won (# of logos, INR)Client satisfaction (CSAT)KRAs
As-sold marginsNumber of new deals : Win rate / close rateLead mortality rateVariance in forecasted Vs. actual rev.Variance in forecasted Vs. actual GM