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Senior Area Sales Manager

4 months ago

Bengaluru, India Spirent Communications Full time

Job Responsibilities


Develop and grow named strategic accounts and ensure alignment with company's strategic objectives. Build strong internal & external relationships to increase Spirent’s wallet share. Meet assigned quota. Complete sales cycle management – opportunity qualification, directing pre-sales / inside sales / sales development teams, effective product positioning, driving product demos, pricing & commercial negotiations, ensuring a healthy funnel, accurate forecasting, representing Spirent at industry events, managing executive level relationships, CSAT & ROI. Provide market feedback, relevant reports and periodic business health check to senior management. Operate in sync with senior management goals and guidelines and align activities from time to time. Create a clear growth strategy for the Strategic accounts through in-depth market & customer analysis. Drive and maintain the strategic account plans and manage forecasts and accuracy. Adept with SFDC.  Manage the sales lifecycle, negotiate efficiently and effectively to ensure successful closure. Additional Activities would Involve: Seeking out new business and maintaining existing business in the strategic accounts. Build strong relationships at all levels within key customers to facilitate execution of our strategy. Creation and execution of a strategy to drive Spirent's relationships with the strategic accounts and increase the volume of business. Develop tactics that effectively blocks competition. Enable technical readiness of our support team in the Strategic account and proactively building their skills base. Work closely with our product teams to increase overall business.

Job Requirements


Seven to ten years of working experience in strategic sales and account management. University degree or relevant tertiary qualifications in a technical discipline. Bachelor's degree / Master's degree in Computer Science, Electronics, telecommunications is preferred. High level of inter-personal relationship and good written and verbal communication skills. B2B strategic account management or relevant sales experience with a systems integrator or reseller distributor, ideally within the test and measurement or telecommunications. Consultative or solution selling skills. Strong business acumen, coupled with highly developed sales management and negotiation skills. Excellent presentation skills. Sales experience in Networking/Telecom market is a big plus. Strong oral and written communication skills in English; Strong negotiation and communication skill. Should be good in 4C's -- Create, Cover, Close and Collect. Should have the good knowledge of technologies Ethernet, Wifi, SDN/NFV, LTE/FTTX, and Security. Should have basic knowledge of Wireless technologies and networks like 2G/3G/4G Ability to travel (domestically and internationally) upto 50%.

Other Requirements --

Honest, self-disciplined, highly self-motivated, well organized and true team member. Good knowledge of commercial terms should have good deal closing track records. Assist in the development and implementation the marketing plans as needed. To prepare the techno-commercial proposal. Adhere to all company policies, procedures and business ethics codes and ensures that they are implemented. Provides quality leadership for Spirent's customers in all assigned tasks, while upholding Spirent's values at all times; inclusive of constructive problem solving, facilitating creative improvements, and inspiring others. Evaluate market trends and gather competitive information, identify trends that effects current and future growth of sales and profitability. Disseminate information to regional sales representatives, corporate marketing and sales operation.