Black Box - Senior Manager - Sales/Account (10-15 yrs)

Sales & Business Development Bangalore.

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 10+ years' experience, with at least 6 years' experience in Sales in the Infrastructure sales and Infrastructure Managed Services & solution sales.

- Well networked with customer organizations in Large enterprise.

- 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.