Sr. Sales Manager recruitment
Our client is a premier global Strategic Business Management Consulting Information Technology firm (and recognized as one of the world’s most admired companies with offices in 65 countries and over 130,000 employees).
The Corporation continues to invest in innovation, leverage new business models, and maximize their global resources to assure success. The Corporation achieved a 26% growth rate last year and is highly profitable with over $7B in revenues. They are also recognized for their social conscious and was awarded many accolades the most recent being the Economic Times Corporate Citizenship Award.
Responsibilities:
- Work closely with the Head of Sales and Engagement Management to create a focused market strategy
- Pro-active sales activities to convert suspects into prospects
- Primary owner of the Opportunity Management Process: Prospect, Evaluate, Propose and Close. Individual will manage new prospects and clients for the first 18-months of account relationship.
- Pricing negotiations – support deal structure and pricing with business value analysis; evaluate competitors; negotiate prices for solutions and /or pilot projects
- Solution launch and delivery: align technical team and customer sponsors to ensure delivery is prioritized on early achievement of business value.
- Business metric measurement: continuous tracking of customer value realization; recommend methods to improve financial impact.
- Form peer relationships with client personnel at the VP/Director level, and working (non-peer) relationships with CXOs in order to source add-on business opportunities.
- Follow-up with prospects with the objective of moving discussions to proposals.
- Work with pre-sales to craft suitable solutions and compelling proposals
- Showcase capabilities, value, relationships and governance in all interactions
- Take “Go-to-Market Solutions” to the target market (insurance)
- Develop customer sponsors, identify influencers and decision makers
- Position solutions in the context of a customer’s business objectives
- Map technology solutions to value levers and identify key operational metrics
Skills:
- Sales Executive/Professional with a minimum of 15+ years in professional services sales
- 7 years of consulting delivery leadership experience in insurance
- Understanding Global Delivery Model (offshore/outsourcing)
- Ability to conduct industry and customer analysis: identifying “pain points”
- A history of achievement/overachievement against a quota of $2.5 mil or more (individual, not team driven)
- IT industry experience with a thorough understanding/appreciation of the software service business
- Person must be well networked and have dealt/interacted successfully with CXOs of leading organizations.
- Should have experience in S/W contract negotiations.
- Knowledge of value chain- ability to get market value for our services.
- Ability to define specific solutions within abstract environment
- Experience working in large as well as small corporate environments
- Experience in handling medium to large accounts independently.
- 50% travel required
Requirements:
- Bachelor’s degree or higher
- 15+ years of experience with listed responsibilities and skill sets
March 7, 2012
• Tags: Information Technology careers in the USA, Sr. Sales Manager recruitment • Posted in: Financial