Sales Manager

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 Market

Well networked with customer organizations in Bangalore / Karnataka state

Experience of handling larger outsourcing engagements within the IT-Service industry (pre-sales or sales phase)

Proven track record of sales successes

Project Management experience

Willingness to travel

Open, communicative and team-oriented

Self-reliant and compelling

Analytic and conceptual frame of mind

Goal oriented, resilient

Key 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 requirement

Forge relationships with buying offices of potential client, gather relevant vertical and market knowledge

Learn, 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 Architects

Generate leads through secondary research and pursue leads identified by marketing teams and leaders

Drive leads to closure

Own actual negotiation; also coordinate inputs / participation from different stakeholders

Develop negotiation strategy & negotiate contract / agreement; oversee bid manager in drafting SoW for contract; participate in win / loss review

Collate & communicate learnings from pitches, proposals, customer feedback to Sales team

Oversee account handover to Vertical AM

Identify customer needs and facilitate account setup to commence delivery operations along with the Client Delivery Lead / Delivery Manager

Create robust transition plan for account handover to Vertical AM

Coordinate 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 obligations

Own cost metrics for an account - with inputs from Client Delivery Managers of individual projects

Identify margin improvement initiatives and coordinate with Delivery Managers / PMs to execute and implement these initiatives

Key Interfaces

Collaborate with Bid Manager / proposal team for proposal writing

Collaborate with Practitioner Sales to identify services / offerings / value proposition to take to the customer based on client requirement & with bid manager to draft RFI response

Work 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 Manager

Key Metrics

KPIs

Revenue

Order book

% gross margin delivered

Pipeline size

New logos won (# of logos, INR)

Client satisfaction (CSAT)

KRAs

As-sold margins

Number of new deals : Win rate / close rate

Lead mortality rate

% Variance in forecasted Vs. actual rev.

% Variance in forecasted Vs. actual GM