Senior Manager - Sales - IT/Telecom (10-12 yrs)

- The ideal candidate should possess both product sales and technical background that enables him or her to engage directly with the Customers.

- He/she should also be a self-starter who is prepared to develop and execute against a territory coverage plan business objective. The role holder will be responsible for driving the Enterprise Segment.

- The candidate shall focus on growth areas for Colocation Services and the candidate shall focus on identifying, analyzing, pursuing, and reporting business opportunities with existing and prospective clients.

- The role holder also will continue to establish corporate relationships with key decision-makers across various organizational levels and lead interactions in a client-facing role in large and global Data Center pursuits.

- He/ She shall be responsible for and have full ownership of the Data Centre line of business outsourcing financial modeling pursuits.

- Manage the creation of proposals, presentations, and other client-facing materials with the pursuit team.

- Experience with Enterprise clients.

- Commercial Proposal writing experience for colocation / IT migration projects.

- Experience in RFP and Bid Process Management.

- The incumbent will work with specific project/engineering teams, operations teams, solution team while negotiating deals with customers and presenting deal recommendations to the company leadership.

Key Responsibilities:

- Develop and execute against a comprehensive account/territory plan to meet and exceed business objectives.

- Meet/Exceed set business objectives - Quarterly and Yearly sales targets in the given territory / accounts.

- Develop long-term strategic relationships with key accounts to ensure customer satisfaction and generate referenceable case studies.

- Create & articulate compelling value propositions around company offerings

- Possess the technical ability to explain (not implement) solutions

- maintain an accurate forecast and various business reports

- Manage the regional/account GTM sales life cycle

- Create territory / segment account execution plan for achieving the quarterly and Annual targets

- To execute sales development activities to achieve the quarterly and annual targets

- To work along with solutions team to create optimized solution

- To work with solutions and procurement to get the best price for given solution components from various Partners

- To work with Finance team for creating tool for business case approval

- To lead and facilitate the customer discussions to convince on value proposition and positioning of the services.

- To lead and facilitate negotiation of the contract terms along with service description, SLA documentation to meet both client and company needs

- Manage Revenue in the region

- Facilitate Service Delivery team to get the timely delivery done

- Facilitate billing and finance to get the revenue recognized month on month

- manage the regional relationships with key technology alliance partners for sales GTM

- work on quarterly GTM plan and track sales opportunities

Skills/Exp:

- BE+ M.B.A from good B School.

- 10+ years of experience in the Technology business.

- Proven experience as Account Manager or Key Account Manager of large accounts.

- Proficient in MS Excel & PowerPoint

- Exp in leading the sales effort/or business development around colocation, interconnect, edge.

- A strong customer centric approach

- Strong understanding of sales performance metrics

- Understanding of Data Centre colocation business.

- Excellent Communication skills (both written &verbal)

- Good interpersonal skills

- Strong analytical thinking ability

- Strong negotiation skills with problem solving ability

- Ability to network & build relationships

- Willingness to travel (as and when required)