Sales Director - HighTech

Confidential Company  •  Santa Clara, CA

11 - 15 years experience  •  IT Consulting/Services

$176K - $208K ($110K - $130K base + 60%)
Posted on 06/13/18 by Peter Abend
Confidential Company
Santa Clara, CA
11 - 15 years experience
IT Consulting/Services
$176K - $208K
($110K - $130K base + 60%)
Posted on 06/13/18 Peter Abend
  • 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

Required:

  • 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.
  • Consultative skills.
  • Possesses strong product / technology / industry knowledge.
  • Ability to manage in a complex matrix environment.
  • Strong focus on Client Service excellence.

Preferred:

  • 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.
  • Participation in aggregate resource planning.

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