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Sr Manager Sales

2 months ago

Uncha Samana, India Black Box Full time
Role DescriptionResponsible for revenue growth and profitability for accounts in North India managed across verticals, responsible for evolution of account portfolio in line with market needsLeads AMs in executing the GTM strategy, and growing order book and revenues within their accountsResponsible for steering relationships with key clients across verticals, and expanding the number and strength of relationships that Black Box has within client accountsResponsible for profitability and operational excellence by ensuring Client Delivery Leads adhere to time and budget of sold projectJob Specifications & RequirementsOver 15~20 years of expertise in closing deals in IT Infrastructure Services and Consulting, with a focus on services sales. Candidates from NCR from IT Services organisations with substantial connects in the region.Demonstrated ability to consistently achieve high Total Contract Value (TCV) annually in quota-carrying roles.Proficient in leading the development of end-to-end solutions for successful sales across multi-offering transformations.Skilled in managing pre-sales and sales cycles, with a strong background in solutioning roles to secure business opportunities.Effective in highly collaborative and matrixed environments, or with experience in a Global Delivery Model, fostering teamwork and cross-functional efficiency.Established relationships with key technology partners, leveraging these connections to enhance client solutions.Brings industry-specific knowledge and experience in sectors such as Transportation, Retail, Military and defense, Manufacturing, Healthcare and, Broadcast offering tailored insights and solutions.Key Responsibilities Drive growth of accounts under purview as Sales HeadMaintain relevant vertical and market knowledge of customers, and ensure Black Box has strong relationships within customer organizationsWork with Practice Leaders to develop plan for achieving Practice targets and account allocation to account managersEnable and support AMs in execution of business strategy for the verticalsEnsure a healthy pipeline of opportunities, in line with the revenue/order book target for accountsGrow revenues from existing clients and forge long-term strategic relationships for profitable revenuesConceptualize and execute strong "win strategy" to grow the account portfolioDevelop pricing and negotiation strategy for deals & negotiate contracts;

participate in win/lossreviewDrive customer satisfaction, set-up processes and agenda with Delivery Head for driving operational excellenceDrive longer term vision / roadmap for various accounts and improving profitability through operational excellenceEstablish robust account governance mechanism through periodic reviews and check-ins with key clientsAssist Account Mangers in refining account strategy, priority offerings & define process/policies for client escalationsTrack CSAT for portfolio of accounts. Rollout initiatives in collaboration with Account Managers, Business Development Managers to improve CSATMonitor gross margins of existing business and generate profitable growthOrchestrate margin improvement with Internal stakeholders through diligent tracking on key cost metrics and strategic initiatives rolloutCollaborate with Client Delivery Leads to track delivered margins throughout project deliveryLeverage delivery and finance teams for identifying areas of improvement in delivered marginsKey InterfacesCollaborate with AMs to identify & pursue growth opportunities in accountsWork with talent acquisition on recruitment & performance of salesforceCollaborate with Product/Offering Managers to identify right solution / offering for vertical's customersWork with HR Business Partners on performance review for Client Delivery LeadsCoordinate with Legal, Finance & Sales Ops Head to manage Bid/ No-bid policies & processesKey MetricsKPIsRevenueOrder book% gross margin deliveredClient satisfaction (CSAT)No. of large dealsKRAsAs-sold gross marginsWin rate / close rateAccount mortality rate% Variance in forecasted vs. actual rev.% Variance in forecasted vs. actual GMCost overruns-Negative margin accounts (#, Revenue, Gross Margin)