Senior Client Manager- Govt/PSU Sales (Hunting & Farming role)-Gurgaon

Title: Senior Client Manager- Govt & PSU Sales (Hunting and farming accounts)

Location: Gurgaon

Work format: Full time work from office

Job Description Summary:

The Senior Manager, Sales is a senior management role and typically exists in geographies where bigger sales teams exist, and the sales management is split between the Senior Manager, Sales and the Manager, Sales roles.

In these environments, the Senior Manager is the most senior sales employee in the organization, and they typically report into the branch manager. This role takes direction on sales strategy from the Senior Director, Sales. In large operations, Senior Manager can report into the Director, Sales.

The Senior Manager, Sales takes responsibility for managing Sales Managers and / or a team of Client Managers and/or Sales Specialists. The primary objective of this role is to achieve their sales targets and to drive the business strategy into the Sales teams through effective allocation of their teams territories and targets and providing strategic support to the senior Client Managers. They do this by motivating their team members and ensuring outstanding sales performance.

The Senior Manager, Sales role is a combination of management, selling, coaching and leadership activities, with the objective of enabling their sales team to meet the sales targets assigned to them.

Key Responsibilities:

• Works with the regional Sales Leadership and decision makers to assist with the development of a sales strategy that will deliver the strategic objectives as outlined in the global and regional organizational strategy.
• Defines the way the sales force will approach the market and to determine the targets that the sales force should achieve and strive to exceed.
• Provides input into and ensures that sales procedures and policies as defined by the sales leadership are implemented and followed.
• Drives the alignment to the sales and organizational strategies by creating operational plans and identifying areas for continuous improvement in the sales process.
• Responsible for operational management of the team which, creating and executing on plans and reporting on the team activities in the required forums.
• Engages in account planning and assists the Client Manager in opportunity qualification for large or complex deals.
• Engages with vendors and partners to create go-to-market strategies with their sales teams.
• Acts as mentor/coach and advisor that assists the sales force to set and keep to priority activities.
• Takes final responsibility for the update and accuracy of sales tools/systems and sales reports.
• Tracks sales performance analyzes metrics and adjusts sales plans as needed.
• Stays informed about industry trends, competitor activities and emerging technologies and uses insights to adapt sales approaches to stay ahead of the curve.

Knowledge and Attributes:

• Sales business acumen. The skills supporting successful selling through organizational and business outcome mindset. Success will require focusing on planning, leveraging tools and data, and concentrating on company business requirements. Developing the skills to understand the clients business (including commercial and financial aspects) in order to bring value to them from the company's portfolio of services.
• Sales client engagement and management. The skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations. Developing the skills required to know the client, building effective and lasting relationships with them and to be seen as a trusted advisor.
• Sales solution skills. The knowledge of the company's offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor. Success will require the ability to link the organizational offerings, including high-value services to specific client and prospect needs and outcomes.
• Sales resources optimization. Building internal relationships, working with pursuit teams and leveraging vendors as resources throughout the sales cycle.
• Sales pursuit. The skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.
• Sales strategy execution. The skills to ensure that the sales strategy is aligned to the business strategy.
• Sales business management. The skills to ensure that target setting, and associated processes is aligned to meeting the target.
• Sales talent management and enablement. The skills to ensure that results are achieved through effective talent management.

Required Experience:

• Extended experience in a sales management role, preferably gained within a global technology services organization.
• Extended sales work experience gained within a similar environment.
• Extended strategic planning and operational execution experience.
• Extended track record of meeting / exceeding sales targets and driving business outcomes.
• Extended experience negotiating on extremely critical matters.
• Extended go-to-market planning and execution experience.

Problem solving:

• Problems are not clearly defined and may lack strategic direction which may require judgement and consideration of multiple perspectives to devise concepts and solutions.

Interaction:

• Interacts regularly with senior and/or lower management on matters concerning several functional areas, department, and/or customers.
• Applies knowledge to persuade diverse stakeholders on sensitive complex situations whilst preserving relationships.
• Delegates assignments to subordinates whist senior management reviews achievements of departmental objectives achieved.

Impact:

• Mistakes will result in critical delay(s) in schedules and/or unit operations and may jeopardize overall business activities.
• Decisions directly impact short term less than one-year results of the team/program/group.

Accountability:

• Manages activities of two or more disciplines or a department.
• Implements policies and selects methods, techniques, and evaluation criteria for obtaining results.
• Drives the strategy and success of larger projects which contribute to multiple areas of the organization.
• Accountable for department budget which may be broad and have far reaching impact on the business segment.