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Enterprise Sales Representative

2 months ago

Hyderabad, India Arthashastra Intelligence Full time

Arthashastra Intelligence Databases Pvt. Ltd is a Trade and Market Intelligence company. We specialize in Data products, Dashboards, and consulting in this domain. Our vision is to revolutionize the way all businesses search, visualize and analyze data to make decisions for your business. For India's data intelligence needs Arthashastra Intelligence will be the one to rely upon


We are actively seeking a driven and results-oriented Enterprise Sales Representative to join our team. As a ESR, you will play a crucial role in driving the growth and expansion of our business.

This role offers an exciting opportunity to work closely with our leadership team to shape the future of our company. If you are a motivated individual with a passion for creating and capitalizing on business opportunities, we invite you to join us and contribute to our continued success in the industry.


Responsibilities:

  • Assist in lead generation efforts by conducting research, sending emails, making calls, and implementing other lead generation initiatives to identify potential customers and generate sales leads.
  • Assist in updating the CRM system with relevant and accurate information related to leads, prospects, and customer interactions.
  • Collaborate with the Sales and Marketing teams to align lead-generation efforts with overall sales strategies.
  • Support the sales team in preparing sales materials, presentations, and proposals. Participate in sales meetings and client calls to observe and learn about the sales process.


Key Responsibilities and Activities (KRAs):

Industry Expertise:

• Gain a comprehensive understanding of targeted industries including market trends, key success factors, and strategic levers.

• Stay updated on industry developments, growth vectors, and key influencers.

• Identify and analyze business functions within target industries, focusing on customer-facing teams across the lifecycle.

Solutioning and Consultative Skills:

• Conduct large account discovery processes to identify business problems and align them with industry-specific challenges.

• Demonstrate a deep understanding of technologies relevant to software/SaaS, customer technology environments, and managed services.

• Articulate how Exotel solutions align with and enhance the technology landscape within targeted industries.

Account Management:

• Utilize prospecting skills to identify and qualify leads, building a comprehensive understanding through historical and market insights.

• Map customer organizations across various functions, engaging with key stakeholders and aligning Exotel offerings with their professional priorities and KPIs.

• Work closely with the Customer Success leadership and team to drive forward customer business goals, experience and build Exotel revenues. 

• Navigate business priorities, organizational processes, and evaluation criteria to drive successful outcomes.

Business Approach:

• Manage revenue and commercial cycles, balancing immediate revenues with long-term goals such as order bookings, while achieving the targets defined for various KPIs. 

• Understand business commercials and employ value/outcome-based approaches in deal structuring, including negotiations and contracts as needed. 

• Utilize data-driven decision-making coupled with instincts to navigate ambiguity and complexity.

Stakeholder Management:

• Build and maintain industry-level connections, including engaging with CXOs through effective communication and value-driven interactions.

• Collaborate with internal stakeholders to drive business objectives, demonstrating resilience and problem-solving skills.


Key Performance Indicators (KPIs):

Industry Engagement:

• Depth of understanding demonstrated through industry trends analysis and strategic insights.

• Number of successful engagements with targeted industry stakeholders.

Solution Alignment:

  ◦ Ability to align Exotel solutions with industry-specific challenges and technology landscapes.

  ◦ The number of successful solution implementations or adaptations within targeted industries.

Account Growth:

• Number and value of qualified leads generated.

• Revenue growth from existing and new accounts within targeted industries.


Qualifications and Skills:

• Bachelor's degree in Engineering and Master's Degree in Business Management, or related field (Master's degree preferred).

• Proven experience in account management or business development, preferably in the software/SaaS industry.

• Strong analytical and problem-solving skills with a focus on driving results.

• Excellent communication and negotiation skills with the ability to engage with stakeholders at all levels.

• Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities.

• Proficiency in data analysis tools and CRM software.

• Resilience and persistence in pursuing business objectives.


What are we looking for?

1. Large Accounts: Understanding of large accounts, and how to navigate through them. Therefore, relationships (and the ability to build) across levels, and definitely at CXO levels.

2. Domain: Industry vertical knowledge, including trends, business KPIs across functions, and overall technology ecosystem.

3. Technology: Very comfortable with technology, including being able to

    a) link technology to business problems

    b) understand customer deployments

    c) articulate Exotel value to technology stakeholders within the customer

    d) do demos, as needed.

  4. Business and Commercial: Being able to structure large complex deals (commercially, legally, etc) and create a win-win for Exotel and the customer.

  5. Personality: Gravitas, communications skills, adapting to customer stakeholder persona.


Experience: 4-6 years