Transorg Analytics - Manager - Analytics Sales (8-12 yrs)

Title: Analytics Sales Manager GCCs & Large Enterprises

Full-time/Part-time: Full-time

Location: Gurgaon/Mumbai/Bangalore

About TransOrg Analytics :

- TransOrg Analytics, an award winning Big Data and Predictive analytics company, offers advanced analytics solutions and services to industry leaders and Fortune 500 companies across India, North America, APAC, and the Middle East. Visit www.transorg.com for details.

- You are expected to independently identify, connect with, qualify, and close deals with prospective GCCs (Global Captive Centers), large corporates, enterprise clients across top industries including banking, financial services, insurance, hospitality, CPG, retail, ecommerce, aviation, and other sectors in India requiring frequent travel. This will include building business with both India-operating teams and their GCC (global back offices of data science/analytics) situated in India of such clients.

- At TransOrg you will be collaborating with the in-house sales and marketing team based in India along with vertical heads/technical SMEs in in selling our advanced analytics solutions to top decision makers (CXOs, HODs, VPs, SVPs, Directors etc.) of target companies in one or more of our target industries such as banking, financial services, insurance (BFSI), consumer products, hospitality, aviation, telecom and across key functions such as customer acquisition, customer engagement (cross-sell, up-sell, CTLV), customer success, retention, fraud, risks, underwriting, collections, marketing, operations, strategy, sales, revenues, demand forecasting, trade promotion optimization.

- Our range of services and solutions span across advanced analytics, machine learning, data science, big data engineering, big data analytics, artificial intelligence, generative AI, adversarial AI, and BI/dashboards.

- We are looking for an enterprising, energetic, and independent sales professional specializing in consultative selling and solution selling in data science, advanced analytics, ML and AI services to India-based large corporate client accounts (to both India-focused teams & GCCs/global back offices).

- You will work independently and with the business development team in generating qualified leads of large-scale big-ticket sales opportunities in top corporates and enterprises in India. You will own end-to-end sales funnel from lead generation to closure of your own leads and sales opportunities.

- Every quarter there will be a mutually discussed sales quota which you must meet or exceed and for that you must come on-board with a 30-60-90 days sales plan to create a strong sales pipeline.

1. Research, understand, explore, and identify potential contacts for sales opportunities in the target industries mentioned above

- Identify market segments which may be a combination of industry, geography, and functions as explained above

- Research and understand prospective clients business models, their competitive landscape, their industries, and their own companys analytics maturity (in-house vs. vendors), their advanced analytics solution requirements/pain points/problems/analytics gaps/opportunity/interest areas and their readiness to work with outsource vendors for data engineering and data science resources

- Conduct a needs-gap analysis of target markets, scout for new business opportunities and conduct prospecting and lead qualifying on prospective clients via outbound emails, LinkedIn, cold calling, in-person meetings, and networking at major industry events

- Identify top use cases in advanced analytics, predictive modeling that prospects may be looking solutions for

- Independently source, front-end, nurture, cultivate, manage, and lead prospecting calls and meetings with senior decision makers (CXOs, HODs, VPs, SVPs, Directors etc.) across key functions

- Identify and connect with the decision-making layer (typically executive and CXO level but also in-house data science/analytics/functional and/or departmental heads) at each target/prospective client account for pitching advanced analytics projects requires personalized emailing, LinkedIn, physical/F2F meetings, calls, virtual meetups

- Work together with the marketing teams (shared resources) to effectively map a brand building, lead nurturing, contact and outreach strategy

- Lead discussions present case studies, defend strategies, overcome sales objections

2. Present and defend sales pitches, case studies, and solution proposals to prospective clients by working with TransOrgs:

- Technical SMEs in resolving all technical & commercial sales objections and

- CEO/VP Sales (basis deal size) in resolving legal & commercial objections

3. Stay up to date with and continuously monitor emerging top industry trends and shifts in ML, AI, and advanced analytics in the target industries and identify & track significant large-scale or niche competitors to create a differentiated sales approach

4. Basis the needs-gap" analysis of target markets that is explained in point 1 above coordinate with TransOrg's internal technical SMEs to develop and update different kinds of solutions / services and prepare related sales collaterals such as pitch decks, case studies, white papers, demos etc.

5. Identify and participate in networking events, conferences, webinars etc. in India for sales pipeline building, relationship nurturing with target contacts and competitive landscaping

Skills and expertise :

1. At least 8 years of experience in sourcing and closing sales to GCCs, large enterprise, and corporate B2B 'data science and analytics services' deals in India is a must

2. Demonstrated experience in sales qualification of analytics services leads and winning large deals in this space

3. Able to understand prospective customer needs and find a solution. "Customer First" approach and an ability to make a positive impact on every interaction, able to understand prospective customer needs and propose relevant solution

4. Able to anchor and lead all prospective clients' calls and meetings to showcase and deliver presentations, sales pitches, solution demonstrations, proposals & RFP/RFI responses

5. Interpersonal effectiveness and ability to influence; use data, insights from your own research, client interaction and logic to convince others, articulate with conviction

6. BTech/BSc with an MBA in marketing and/or strategy preferred

7. Possess business maturity and top-level fundamental understanding of:

a) Advanced analytics, data science, machine learning, AI, generative AI

b) Indian BFSI, CPG, retail, ecommerce, aviation, telecom, hospitality, and related industries, their org chart/hierarchy

c) Sound knowledge of top business functions/departments and their top business use cases/interest areas/problem statements such as customer, marketing, risk, frauds, underwriting, claims, demand planning, trade marketing, supply chain etc.

d) Excellent understanding of navigating org charts of large GCCs to identify and engage with key decision makers in analytics spending

8. Confident with excellent people interaction and customer relationship building skills

9. Excellent oral and written communication and negotiation skills

10. Self-motivated and a go-getter with independent thinking skills

11. Multi-tasker and able to prioritize and manage own workload and responsibilities

12. Good sense of humour and able to work in an unstructured and fast paced environment

13. Able to frequently travel across India to interface with client audiences

14. Maintain all records of customer communications, interactions, and sales activity in LMS/CRM