Job Designation: Associate Director - Sales
Experience: 8 to 15 years
Location: San Jose, California, US
Job Description:
- Driving/fulfilling sales revenue for a specific region across the Analytics services.
- Successfully driving pursuits ($2 - $5 million in size) that will result in multi- year annuity business.
- Participate in account opening strategies for new account acquisition and contribute to the overall sales/growth objectives
- Collaborate to develop detailed account plans including organization maps, growth area identification, strategy for lead generation/opportunity conversion, and likely budgets/ timelines.
- Identify and assess cross-selling/up-selling opportunities in existing accounts (account farming).
- Maintain thought partnerships with existing clients (Accounts) at different levels.
- Work with the Sales team/AM and Marketing team to prepare and present standard/tailored credentials to create.
- Leads/Opportunities in net new accounts both on reactive and proactive models.
- Work in existing accounts to present best practices/ case studies from other engagements to ensure participation in planned RFPs and gain entry into other planned opportunities where we do not have a presence currently.
- Leverage and strengthen partner relationships to better execute pursuits and win opportunities.
- Interact closely with the Sales team/AM to identify and assess cross-selling/up-selling opportunities in existing accounts primarily focused on analytics solutions and transformation initiatives of the account.
Responsibilities:
- Manage the RFI/ RFP Pursuit Lifecycle, Coordinating Bid Strategy discussions with the Operations Team, Regional Sales Lead, and Global Sales Head
- Manage client communication in building solution proposals.
- Coordinate in-person/oral preparation in coordination with the Lead Generation/Delivery team.
- Assist in negotiating terms, and commercials through MSA/associated discussions and coordinate the development of SOW's, and negotiate the same with the client. Be a part of project steering governance in the initial period of the project.
- Act as client thought partner for organizational competence/pursuit focus with Client executives.
- Working with Business and Delivery teams to come up with innovative/new service offerings, and service delivery models for addressing new markets.
Skills:
- Bachelor's degree in engineering, marketing, business administration or equivalent degree.
- 06 years to 15 years of experience in Sales/BD in Analytics/IT/IT Services/Consulting - B2B, Enterprise, Sales, or products.
- Successful previous experience consultative selling to CXO,VP/SVP and client leaderhsip while consistently meeting or exceeding targets.
- Demonstrated ability to communicate, present, and influence credibly and effectively at all levels of the organization.
