[Only 24h Left] Sales Manager

1 month ago

Hyderabad, India Black Box Full time
Business Development

Role Description

- Responsible for onboarding new logos and manage & maintain a healthy NN (Net New) sales pipeline for accounts and grow new logos to sizeable revenues- Primary client-facing field representative; to own, drive the continuity and profitability of NN revenues

Job Specifications & Requirements

- Minimum 12+ years’ experience, with at least 5 years’ experience in Sales in the IT-sector- Well networked with customer organizations- Experience of handling larger outsourcing engagements within the IT-Service industry (pre-sales or sales phase)- Proven track record of sales successes- Project Management experience- Willingness to travel- Open, communicative and team-oriented- Self-reliant and compelling- Analytic and conceptual frame of mind- Goal oriented, resilient

Key Responsibilities

Lead generation and onboarding new logos

- Collaborate with Vertical Leaders, Practitioner Sales, Client Delivery Leads to identify services/ offerings / value proposition to take to the customer based on client requirement- Forge relationships with buying offices of potential client, gather relevant vertical and market knowledge- Learn, know and bring the best of Black Box to customer (offerings, use cases, etc.)- Define overall pursuit strategy incorporating feedback from past customer experience; develop client proposal and pricing along with bid manager and Solution Architects- Generate leads through secondary research and pursue leads identified by marketing teams and leaders

Drive leads to closure

- Own actual negotiation; also coordinate inputs / participation from different stakeholders- Develop negotiation strategy & negotiate contract / agreement; oversee bid manager in drafting SoW for contract; participate in win/loss review- Collate & communicate learnings from pitches, proposals, customer feedback to Sales team

Oversee account handover to Vertical AM

- Identify customer needs and facilitate account setup to commence delivery operations along with the Client Delivery Lead/Delivery Manager- Create robust transition plan for account handover to Vertical AM

Coordinate and act as conduit for overall delivery and operational excellence for the account including financial planning & tracking

- Coordinate with Delivery team to ensure high quality delivery – conduct joint discussions for implementation, delivery and contractual obligations- Own cost metrics for an account - with inputs from Client Delivery Managers of individual projects- Identify margin improvement initiatives and coordinate with Delivery Managers/ PMs to execute and implement these initiatives

Key Interfaces

- Collaborate with Bid Manager/proposal team for proposal writing- Collaborate with Practitioner Sales to identify services/ offerings/value proposition to take to the customer based on client requirement & with bid manager to draft RFI response- Work with Sales Ops team to create a repository of leads, clients, buying offices, reason for drop-outs etc.- Orchestrate account performance reviews, status update, timeline adherence, SLA adherence etc. along with Client Delivery Manager

Key Metrics

KPIs

- Revenue- Order book- % gross margin delivered- Pipeline size- New logos won (# of logos, INR)- Client satisfaction (CSAT)

KRAs

- As-sold margins- Number of new deals : Win rate / close rate- Lead mortality rate- % Variance in forecasted Vs. actual rev.- % Variance in forecasted Vs. actual GM

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