Senior Manager - Sales - IT/Telecom

- 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)