Account Manager
3 weeks ago
The Account Management position is a key sales role for HCL’s Growth Accounts. The candidate will develop revenue-producing relationships with decision-making CxO level executives, as well as drive the sales cycle of all assigned sales opportunities from initial prospect communication through contract execution working along with Pre-Sales, Solutioning & Delivery teams at onsite and offshore. Ability to seed Deal Shaping concepts and independently lead pro-active solutions for the identified account will be key success criteria.
Responsibilities:
Achieve monthly, quarterly and annual sales targets and execute business development plans, creating long-term positioning and sales strategies
Personally develop strong, long-term relationships and referrals with senior management at identified Growth Accounts and its affiliates including subsidiaries and partners.
Achieve sales management and portfolio diversification goals by building an optimal sales pipeline
Manage the end-to-end sales process for all opportunities including initial client communication, on-site presentations, RFI response, multi-day client workshops, RFP submission, negotiation and deal signing. The candidate is the focal point for all communication and sales activities with prospects and customers.
Work in close collaboration with presales team & delivery teams to ensure that proposed offerings and services fully meet customers’ business and technology needs.
Provide leadership to the client during initial phases of an engagement. Follow up and ensure total client satisfaction through the life cycle of the relationship.
Support the team’s market research, account research and competitive positioning analysis in partnership with regional presales and marketing staff.
Lead new business sales to selected clients Continually contribute to the assessment and development of clients propositions .
Actively engage Service and Industry Practices, Centers of Excellence and Delivery Centers at all stages in the sales cycle
Demonstrate sales leadership at all times Ensure that presentations and proposals are of the highest quality in content and form Deliver regular, accurate and open management reporting.
Will be involved in contract negotiations along with contract management teams from the company to bring the opportunity to successful fruition. This includes requirement understanding, solution development and fine tuning with customers, management of complete Sales cycle – prospecting to contract
Will be involved in post contract management of the Account including escalation management and customer relationship management.
Skills, Experience and Qualification
Strong network of contacts
Experience of the strategic / consultative sales process
Able to converse to a deep level around business strategy challenges (not just IT), particularly business models, supply chain and operations
Knowledge of industry trends as applicable to the Media industry.
Strong numerically and analytically
Able to quickly understand and discuss a clients business environment and add value by addressing business challenges
Understands how to build increasingly complex bid and operations models
Entrepreneurial approach to new opportunities, able to design cross-selling strategies
Ensures that solutions are beneficial to clients
Strong negotiator and mediator
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