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Retail Account Manager
2 months ago
Domain knowledge: Should have 5+ years of experience in Retail or Travel & Hospitality . Experience working in any specialized service area such as Data/GenAI is a plus.
RFP Management :
Pursue and win multi-service line deals.
Create a Deal Summary for Bid Qualification, create Win Strategy/Themes with inputs from SMEs and leaders.
Anchor and lead end-to-end solutions process for pursuits, onboard practice and solutions resources, create bid plans, plan interim and final milestones with regular SME reviews
Probe the customer and ask relevant questions to get the necessary clarifications.
Build solution storyboards with inputs from all stakeholders - ensuring a compelling response.
Collaborate with multiple teams that are geographically dispersed
Project manage the entire bid; track and publish bid plan and risks; take corrective action.
Ensure submission on time with high quality while being process compliant.
Estimation
Coordinate with practices/delivery for estimation
Enable estimation reviews and optimization
Engage in various commercial model scenario building
Sales Enablement
Client Meetings: Ability to take initial calls with Sales to present Xebia Corporate and CXO level calls to present Xebia capabilities along with Region Heads/ CoE Heads / Sales Heads
Research: Ability to research on the customer, align our unique value-adds & key differentiators to their specific needs in the proposal response
Other skills
Interpersonal Skills/Stakeholder Management : Ability to build strong internal connect with CoEs, Service Lines, Domain practices and other support departments
Should be aware of IT Software development lifecycle , processes, and tools & technologies (Digital, DevOps, Agile, Cloud, Big Data, Intelligent Automation, etc.)
Pricing Models: Should be aware of different pricing models – Managed Services, Outcome-based, Fixed-price, T&M etc.
Knowledge management : creation of new content (such as case studies), uploading all submitted proposals/pitches to repository and refreshing repository with new content
Reporting : weekly, quarterly and annual reporting on opportunities managed
Preferable skills & certifications : MBA in any stream, Experience as a Business Analyst is a plus.
Travel: Should be open for short -term travel (within or outside India as required)
