Technology Services /Consulting firm client-looking for combination hunter/farmer.
Candidate needs to be /Have :
Passionate about the innovation economy, love to dabble in new age technologies and excited about the future that technology is shaping – Cloud, Mobility, Artificial Intelligence, Machine Learning and Blockchain
Demonstrable existing relationships with executives within the ISV industry, Startups, Born in Cloud companies and Unicorns
Demonstrable experience in achieving annual revenue targets.
Able to communicate and manage senior client stakeholders (CXO -1, -2, -3 levels).
Eagerness and experience in successfully growing and partnering with clients.
Highly motivated to sell Engineering services and solutions.
Excellent Relationship Building Skills.
Building and Managing a strong Sales Pipeline.
Customer profiling, sales planning and set revenue / margin targets by services line at the account level.
Anchor client meetings and pursue any opportunities generated with the help of pre-sales, and external partners
Mining / Farming / Upselling experience with ISVs.
Proven experience of managing and growing a portfolio of over $6M.
Strong large deal sales skills, particularly in outsourcing and transformation deals.
Customer profiling, account planning and set revenue / margin targets by services line at the account level.
Anchor client meetings and pursue any opportunities generated with the help of pre-sales, partner units and external partners.
Possesses strong product / technology / industry knowledge.
Ability to manage in a complex matrix environment.
Strong focus on Client Service excellence.
At least 3 years of experience in driving pursuits for large size proposals client relationship management –managing relationships with key client personnel and CxOs within client organization.
At least 3 years of experience in reviewing sales plan / pipeline with leadership to ensure target achievement.
Navigate account(s) to identify various deals, build internal consensus and priorities opportunities.
Strong knowledge of business environment and norms to be able to spot opportunities and ensure conversion to business as per client needs.
Knowledge of selling concept, principals & guidelines esp. deal closure, handling objections etc.
Understanding of impact of industry trends, competition nuances and offerings, sectorial priorities, relevant regulations etc.
Knowledge of value articulation principals include client ROI and appropriate storyboarding techniques.
Knowledge of Client context and client engagement guidelines including organizational sensitivities to consistently look for new solutions.
Mentor Account team, work closely with delivery leadership to provide developmental feedback.