Job Summary:
Responsible for defining and executing effective sales strategies, tactics and action plans. Primary function is to accelerate the growth of sales in assigned territory by achieving annual targets, nurturing key account relationships with Government and Enterprise clients across sectors such as BFSI, Telecom, Critical Infrastructure, and many more.
Key Roles and Responsibilities:
Sales:
- Continuously meet /Overachieve sales plans from the assigned Territory or Accounts.
- Responsible for Profitable revenue growth consistently year on year.
- Sell value and close profitable business.
- Acquire new accounts that will turn into long-lasting relationships.
- New opportunities from existing customers.
- Be a trusted advisor to all customers and enhance customer retention.
- Develop a thorough understanding of the customer Business.
- Identify and develop relationships with Key stake holders/decision makers and power centres.
- Acquire a thorough understanding of key customer needs and requirements and effectively position the company’s products and solutions articulating the differentiated value we offer.
- Identify the person with Money; Authority and Need.
- Understanding Budgets and key priorities.
Sales Operations:
- Accurately qualify sales pipeline and forecast sales.
- Regularly update sales tools on progress and activities in accounts and accurately capture competitive activities in the accounts.
- Constantly update Sales Account plans based on intelligence from the account.
- Prepare regular reports of progress and forecasts to internal and external stakeholders using key account metrics.
- Maintain hygiene and discipline in conducting business as per norms of company.
Customer Satisfaction :
- Ensure the correct products and services are delivered to customers in a timely manner.
- Serve as the link of communication between key customers and internal teams.
- Resolve any issues and problems faced by customers and deal with complaints to maintain trust.
Channel:
- Partner with Various Organisations and System Integrators to generate new sales opportunities
- Leverage Channel to enhance coverage and provide support for closures
- Form long lasting relationships with Partners
- Work with Channel organisation to ensure training and development of the key resources in partner organisation
- Ensure we deliver value to the partner organisation and remain meaningful to them
Marketing:
- Continuously keep an eye on competitor activities in the accounts and develop/change account plans based on the competitor intelligence and key persona in the accounts.
- Work with Marketing to define and execute Marketing programmes- with clearly defined and measurable goals.
- Represent the company in various events.
Skills and Experience:
- Bachelor’s degree; preferably in business, computer science, marketing, or engineering.
- 10+ years in technical software sales; preferably cyber security & enterprise software and/or related consulting services.
- Experience in managing sales of Enterprise and Government accounts.
- Consistent Track record of Overachieving sales quotas and plans.
- Worked upon and closed sales deals worth a million plus.
- Connects and existing relationships with large enterprise customers, CIO,CISO and C Level executives in accounts of Financial Institutions-banks, Telecom and critical Infrastructure.
- Strong communication and interpersonal skills with aptitude in building relationships with professionals of all organizational levels.
- Relationship with Partners and Distributors.
- Proven ability in working and leading virtual teams.
- Experience selling to C level and able to open doors with them.
- Strong interpersonal, verbal, and written communication skills.
- Possess high technical acumen with the ability to relate it with business value.
- Self-driven, with an ability to work with minimal supervision.
- Strong time management skills with an ability to prioritize and multi-task.
- Strong commercial acumen. Outstanding business judgement and a proven ability to negotiate effectively in tough situations.
- Strong change management, analytical, problem solving, organizational and communication skills.
- Energetic, persuasive and well organized.
