Category : Sales
Position : Business Development Manager
Experience : 5- 7 years in Sales. Minimum of at least 4 years in IT Services Solutions company
Education : MBA or Equal
Location details: Delhi/ NCR
Responsible for Business Development and owns the Sales of the Territory Along with End to end Account Management.
Report to Senior BDM / Sales Director and work with to define Sales propositions, carry end- to- end responsibility to increase the revenues. Meeting exceeding the sales targets (territory) set by the company through effective planning and execution. Responsible for executing the sales plan. And to report back on the progress of the plan to the reporting manager on a periodic basis. Achieve other stated objectives of the company.
Shall execute various sales, business development customer engagement initiatives in a matrix organization. Travel across defined territory for all sales activities. Involved in sales calls and lead generation. Log all calls and monitor success rates,
Considerable amount of time shall be spent face to face with existing and potential customers.
Work closely with project, product development, presales and delivery in the process of business development. Will be responsible to grow existing accounts, and acquire strategic new customers. Objective should be to penetrate accounts in multiple areas: promote new solutions and services to existing business units, establish new revenue streams with new business units, as well as, maintain and grow established business streams within the account.
Co- ordinate with marketing to generate sales demand thru marketing campaigns to increase inbound outbound leads to aid sales funnel in defined territory. Primarily responsible for lead generation and pipeline creation. Actively manage the customer database in conjunction with the marketing manager. Gathering market and customer information.
Qualify the lead with the help of internal stakeholders, arrange suitable meetings and supports lead pursuit. Actively engage with internal stakeholders such as project, product development, presales and delivery during the lead generation to establish companys credibility and value proposition in front of potential customers in the solutions area. To work across businesses to take solutions to the market. Collate information on prospective clients, even where an appointment is not obtained.
Maintain existing client relationships, in particular, those which are not currently active.
Obtains relevant insights on priorities, opportunities and trends with respect to solutions and shares it with marketing. Markets services around solutions, builds credibility and branding across customers in the solutions area. Builds partnerships with key industry associations that can partner with the company to promote solutions. Cultivation of relationships with alliance partners as well as principal firms (vendors) operating within the territory.
Work in existing customers to generate new business through up- and cross- selling, maintain existing customer relationships establish productive, professional relationships with key personnel in assigned customer accounts.
Research and contact prospective new customers for products, solutions and services. Proactively prospect, create opportunities interact with senior management level in the geography. Establish new relationships by researching, adding and developing new contacts. Map out the key players for potential new business initiatives and determine/ document appropriate sales strategy.
Understanding customers specific IT/ business pain points and applying solution knowledge to address those pain points. Analyzing customer needs in terms of current business pain points, identifying opportunities and scoping potential. Effectively advise and influence the customers especially in addressing the business needs and creation of an ROI framework. Interact with senior level people and be responsible for selling customized solutions
Adopts consulting approach to build solid customer relationships whereby becoming a credible and consistent source of technology alignment in key accounts. Is responsible for creating a winning approach that highlights companys unique capabilities in solving the need(s) or problem(s) at hand. Work with procurement, business users, technology users, vertical markets divisions, product divisions, sales divisions of the assigned customers, to solve internal and external challenges and/ or completes the customers requirements with company solutions.
Front face with the customers, work with presales to generate customer RFP/ RFI proposal development, pricing documents, customer reviews, issues handling, negotiations and deal closure. Assist with processing and closing order paperwork. Develop a successful working relationship with the company project, product development, presales and delivery teams so that successful hand offs can take place and problems/ issues can be proactively identified and solved.
Maintain high customer CSAT Scores. Interact with senior/ mid- mgmt leadership and relevant stakeholders from the customer accounts on a regular basis.
In this role, expected to function as Hunter, Farmer Miner for different End customers.
Responsible for achieving Revenue Booking targets of Rs X Crores p.a
Performs all other duties as requested. Skills Required:
Experience in handling Sales of IT Software Hardware products solutions offerings.
Minimum of four (4- 6) years of demonstrated success in Sales management experience in an IT environment with a track record of increasing responsibilities. At least 4 years in IT Solutions company preferably with Service Provider, System Integration and/ or IT vendor services background.
Strong presentation skills, outstanding communication skills both written and verbal English.
Comprehensive knowledge of IT sales. Up- to- date with the latest trends and best practices in sales.
Good understanding of Software and Hardware Technology products and market knowledge in IT industry. Exposure in enterprise business and have an understanding of the technology/ solution requirements and translating it into a business.
A sound knowledge of the SDLC and the ability to communicate complex IT solutions in a simple fashion.
IT sales Experience at the field level in Indian geography. Confidence in managing senior level people. Excellent networking with the key decision makers prospects in companies for IT software solutions. Ability to understand the business requirements and IT needs of organizations by interacting with senior executives and IT leaders at these organizations. Proven track record of IT Sales complemented with a strong techno- commercial background to engage at the CIO level.
Known to excel in making customer presentation with Wow Factor
Possess persuasiveness skills, and have proven track record to demonstrate these skills
Proven track record of demonstrating adaptability to the customer needs
Known to make quick decisions keeping in mind the customers as well as companys interest
Should be go getter and has a proven track record of closing IT business preferably in different industry domains.
Sales savvy with experience in identifying target customers and devising sales strategies
Has Problem Analysis and Problem Solving skills
Demonstrated ability to negotiate, especially with regard to managing senior managers
Proven examples of winning deals by innovative deal structuring
Meets sales targets consistently considered to be a top- notch Hunter
Demonstrated ability to establish priorities and organize
Demonstrable experience as a team player that can work cohesively with senior sales and pre- sales staff.
Ability to travel out of area residence
Be a self starter brimming with enthusiasm and drive to grow the business in this demanding competitive,
Department:General / Other SoftwareIndustry:IT – SoftwareSkills:sales, marketing, business development, customer relations, target, new business generation, it services, new business, business units, lead generation, problem solving, revenue streams, sales management, problem analysis, deal structuring, market knowledge, sales networking, senior management, account managementOther Skills:branding identity marketingEducationB.A (Other) B.B.A / B.M.S
Recruiter detailsCompany Name: Alethe ConsultingCompany Description: