Want to be part of our team?
Responsible for selling the Hexaware's products or services to and maintaining relationships with existing accounts
Must Have Qualification :
- Academic - Engineering degree in Computer Science / Electronics / Electrical / Mechanical + an MBA from a Tier-1 B-School
- Professional - At least 5 years of selling IT services in India Domestic market - Captive or India Enterprise customers.
Location - You'll Be Doing
A Client Manager is a quota-bearing sales persona, and the primary purpose of the role is to take full ownership of named client accounts, retain these clients and find new business. The Client Manager is assigned a range of development and maintenance accounts and held accountable for the performance achievement of those accounts in terms of revenue retention, profitability management, and growth.
The Client Manager will work directly with clients at a variety of levels as well as internal sales teams such as Sales Specialists and pre-sales architects and post the sale; the delivery teams. They 'champion' the delivery teams' understanding of the client's solution requirements, and initiate improvement programs ensuring that the client remains committed to our solutions which leads to more sales opportunities.
Liaising with partner ecosystem which is relevant to your client and build going GTM along with partners.
Building and developing excellent stakeholder relationships with new and existing clients, fully understanding the client and the industry in which they operate will be a core focus of this role. A substantial amount of time will be spent on client engagement and engaged selling, but also liaising with internal teams to make sure the client's needs are attended Ownership and Relationship Builder
Take primary responsibility for the client and act as internal client owner within assigned accountsManage and grow relationships to drive expansion and renewals across all solutions and servicesResponsible for client solution penetration and education, account monitoring and portfolio reporting, and issue resolution ownershipLead the business conversations at C-levelBecome the reliable point of contact to further strengthen relationshipsClient and Industry Expert
Gain insights into client's most urgent business problems or business opportunities while linking how our solutions and services offerings can add client business valueMaintain a high level of the relevant industry, product, and service knowledge to have meaningful conversations and generally stay ahead of trendsCollect and analyze data to learn more about the client and the industry in which they operateOwning the Sales Process
Collaboratively work with extended sales teams, especially Sales Specialists, pre-sales architects, and commercial architects to successfully position the solution and / or service and see the opportunity through to closurePartner with internal teams to ensure the scope of work and proposals are tracked, managed, and delivered on timeWork closely with other in territory counterparts and matrix teams to achieve the shared goal of growth; yet are held accountable for own targetsUse Hexaware's sales methodologies and tools to support the sales processDevelop and implement 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 stakeholdersDeal Structuring
Create comprehensive client business plans and engage in complex deal negotiation to build a stable, growing pipeline of current and future business opportunities.Engage in complex deal structuring and negotiation efforts designed to protect existing business and win new deals.Lead business negotiations for contracts ensuring deals are risk-free and profitableClient retention and expansionMinimize churn and maximize retention in assigned accountsLand, adopt, expand, renew - Identify client business needs with a view to help shape solution development by the wider pursuit teamsActively search for expansion opportunitiesKnowledge, Skills, And Attributes Required
Good knowledge of IT Services across Application Development, IT Operations, IT Infrastructure, Cloud etcClient-centricity coupled with problem-solvingStrong business acumen and negotiation skills to craft solutions that are beneficial to Hexaware and the clientAbility to pro-actively and independently identify and qualify opportunities; an entrepreneurial mindset is keyNatural team player - ability to coordinate and liaise with delivery teams across multiple business areasQuick learner to understand any new solutions that are ready to take to marketA strategic future thinker who anticipates and considers external and internal factors with the ability to develop long-term plansAbility to ask the right questions and tell great stories and have empathy with the client's challenges. Superior communication skills are a given.Required Experience
You will need to demonstrate an impressive track record of selling solutions and managing enterprise accounts; especially Managed Services type accounts across multiple technology domains. These typically involve selling complex solutions and services to the C-suite in large enterprise accounts.Proof of structuring large, multi-year profitable contractsDemonstrate the ability to build strong relationships with clients across all levelsStrong experience in networking with senior internal and external people in the specialist area of expertiseExperience in managing the entire sales process, contracting process, and legal implications of a dealref : iimjobs.com)
