Manager - Sales - IT - GCC

Roles & Responsibilities:

• Target - Individual 4 Cr, Team 15 Cr. Order Booking, acquire new logos independently and with team.
• Grow the portfolio business to 3X in next 4 years.
• Should be able to utilize industry connections to generate new business.
• Build and develop sales teams.
• Periodic tracking and review of sales team and their performance and targets.
• Identify and qualify target fintech firms and customer persona for self and India sales team.
• Identify sales opportunities and take them to closure for self and team.
• Understand the offerings and USP of Qualitrix.
• Manage the inside sales and BD team to generate leads and opportunities for India Market unit.
• Map and build relationships with key customer stakeholders.
• Coordinate with pre-sales and delivery team for proposal and pre-sales activities.
• Build and maintain adequate pipeline to meet quarterly targets for self and entire team.
• Contracting, pricing and rate negotiations - e2e sales process for self and team.
• Deal and account margin management and tracking for India market unit.
• Build and develop account plan for mining after a deal-win, also review the account plans for existing account teams.
• Attend key industry events and represent Qualitrix.
• Identify and develop partnerships for market development and growth.
• Flexibility to travel within India at least twice a month.
• Ability to operate remotely and work with distributed teams.
• Proven track record of working and achieving sales targets while leading a team of 5+ sales people. Order booking 10 Cr+ with winning deals with clients of 100M+ (mid to large size).
• Should have won deals of the size > USD 250K (2 Cr).
• Experience in GCC India space with mid-large size firms in this space (~ USD 100M+ revenue sized firms).
• Experience in e2e sales process for IT services firms in India - lead generation, proposal, closure and mining.
• Ability to understand Qualitrix offerings & USP, and explain it to prospects - understand the products or services, their features, benefits and pricing details.
• Excellent verbal and written communication.
• Expert on using a CRM system and understand sales process.
• Proficient in MS office - Excel, powerpoint and word.
• Experience in making proposals, pricing.
• Drive client meetings and presentations.
• Understand QA process and tools, experience in IT services and product b/g.
• Experience of working in mid-large size companies.

Ideal Candidate:

1. Strong B2B Sales Leadership Profile: Sales Manager / Business Head level with GCC India and IT services experience.

2. Mandatory Experience 1: Must have 9+ years of B2B sales experience, with a proven track record of achieving sales targets and owning end-to-end sales for both self and team.

3. Mandatory Experience 2: Must have order-booking of 10 Cr+ and a record of winning deals with clients of 100M+ (mid-to-large size).

4. Mandatory Experience 3: Must have personally won deals of size greater than USD 250K (2 Cr).

5. Mandatory Experience 4: Must have experience in the GCC India space, working with mid-to-large-size firms (~USD 100M+ revenue).

6. Mandatory Experience 5: Must have owned the end-to-end sales process for IT services firms in India lead generation, proposal, closure, and mining for self and team.

7. Mandatory Experience 6: Must have experience building and developing sales teams, with periodic tracking and review of team performance and targets.

8. Mandatory Experience 7: Must have experience managing inside sales / BD teams to generate leads, and coordinating with pre-sales and delivery teams for proposals and pre-sales activities.

9. Mandatory Experience 8: Must have experience in contracting, pricing, and rate negotiations, plus deal and account margin management and tracking.

10. Mandatory Experience 9: Must have experience building account plans for mining after a deal-win and reviewing account plans for existing account teams.

11. Mandatory Tech Skill: Must be an expert in using a CRM system, understand the sales process, and be proficient in MS Office (Excel, PowerPoint, Word).

12. Mandatory Skill 1: Must be able to leverage industry connections to generate new business, and map and build relationships with key customer stakeholders.

13. Mandatory Communication: Must have excellent verbal and written communication, able to drive client meetings and presentations.

14. Mandatory Education: Must have an MBA in Sales or Marketing.

15. Mandatory Note 1: Must have flexibility to travel within India at least twice a month and the ability to operate remotely with distributed teams.

16. Preferred: Experience in the Finance domain; strong team-management track record.