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Sr Manager Sales

2 months ago

gurgaon, India Black Box Full time
Role Description
Responsible for revenue growth and profitability for accounts in North India managed across verticals, responsible for evolution of account portfolio in line with market needs
Leads AMs in executing the GTM strategy, and growing order book and revenues within their accounts
Responsible for steering relationships with key clients across verticals, and expanding the number and strength of relationships that Black Box has within client accounts
Responsible for profitability and operational excellence by ensuring Client Delivery Leads adhere to time and budget of sold project
Job Specifications & Requirements
Over 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 Head
Maintain relevant vertical and market knowledge of customers, and ensure Black Box has strong relationships within customer organizations
Work with Practice Leaders to develop plan for achieving Practice targets and account allocation to account managers
Enable and support AMs in execution of business strategy for the verticals
Ensure a healthy pipeline of opportunities, in line with the revenue/order book target for accounts
Grow revenues from existing clients and forge long-term strategic relationships for profitable revenues
Conceptualize and execute strong "win strategy" to grow the account portfolio
Develop pricing and negotiation strategy for deals & negotiate contracts; participate in win/loss review
Drive customer satisfaction, set-up processes and agenda with Delivery Head for driving operational excellence
Drive longer term vision / roadmap for various accounts and improving profitability through operational excellence
Establish robust account governance mechanism through periodic reviews and check-ins with key clients
Assist Account Mangers in refining account strategy, priority offerings & define process/policies for client escalations
Track CSAT for portfolio of accounts. Rollout initiatives in collaboration with Account Managers, Business Development Managers to improve CSAT
Monitor gross margins of existing business and generate profitable growth
Orchestrate margin improvement with Internal stakeholders through diligent tracking on key cost metrics and strategic initiatives rollout
Collaborate with Client Delivery Leads to track delivered margins throughout project delivery
Leverage delivery and finance teams for identifying areas of improvement in delivered margins
Key Interfaces
Collaborate with AMs to identify & pursue growth opportunities in accounts
Work with talent acquisition on recruitment & performance of salesforce
Collaborate with Product/Offering Managers to identify right solution / offering for vertical's customers
Work with HR Business Partners on performance review for Client Delivery Leads
Coordinate with Legal, Finance & Sales Ops Head to manage Bid/ No-bid policies & processes
Key Metrics
KPIs
Revenue
Order book
% gross margin delivered
Client satisfaction (CSAT)
No. of large deals
KRAs
As-sold gross margins
Win rate / close rate
Account mortality rate
% Variance in forecasted vs. actual rev.
% Variance in forecasted vs. actual GM
Cost overruns-Negative margin accounts (#, Revenue, Gross Margin)