Director Media and Entertainment Client services

Company Background
Virtusa Corporation is a leading worldwide provider of digital transformation services that accelerates business outcomes for Global 2000 businesses in banking and financial services Healthcare & Life Sciences Insurance and telecommunications technology and media.
With over 27000 people and over 50 offices worldwide we harness our deep design and engineering heritage to help global organizations tackle their toughest technology challenges. We help our clients identify strengths uncover opportunities and accelerate their path to digital
transformation through the use of our Digital Transformation Studios (DTS).
We blend unique perspectives and proven expertise across consulting design and engineering disciplines. We challenge convention and one another to create compelling experiences that delight users and transform business. We have a passion for trying new ideas. And a rapid process to bring them to life. Whether its the digital enterprise mobile wallet the IoT or virtual reality were investing experimenting tinkering and hardening the technology that sets the pace in an ever-changing world. Through a proven platforming methodology domain expertise and technology innovation we deliver growth through differentiated solutions. We bring best in class digital engineering services to every engagement with deep expertise in digital strategy and design; customer experience; analytics; mobile; cognitive/AI; full stack engineering microservices IoT; and cloud services.
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Virtusas digital Information Services IT solutions and outsourcing services provide Media and Entertainment organizations with the innovation and transformation expertise to meet competitive regulatory financial and customer service requirements. This role is a direct sales position that will report to the Sales Business Unit (SBU) Head - TIME and work closely with the segment leadership team. Responsible for driving sales in Virtusas Information Services business. Focus on selling IT services across the Digital Transformation (DT) and Cloud Transformation (CT) marketplace including digital consulting UX mobility digital marketing digital engineering cloud development and migration data/analytics AI/ML and more. This sales role holds emphasis on developing pipeline meeting order booking targets and developing partner channels. Experience of working within a structured sales operations environment will be important. You should have a proven record of accomplishment of being an over-performer/exceeding quota and should be self-motivated detail oriented and a good multitasker. Experience working at an IT services firm that has focused on selling digital and cloud transformation services. You should be comfortable speaking with both senior level technology and non-technology buyers. You can interact at a strategic level convey complex concepts and articulate value.

Responsibilities

Must play a key role in our growth and are tasked with rapid business expansion within Media and Entertainment Vertical including growing a select client cluster with clearly established top line and bottom line targets and being able to sell new service offerings and solutions to the client cluster in order to achieve targeted results.

Experience selling into Media & Entertainment or Education and Publishing industries.

Establishing and managing the overall client relationship with key decision makers..

Establishing and building trust and leveraging client context by understanding the clients overall business goals.

Positioning Virtusa as a Strategic IT partner and identifying avenues for Virtusa to implement IT solutions.

Directing and managing the overall client relationship to include work quality and customer satisfaction.

Managing the account teams (account management and project management) to meet and exceed client expectations.

You will take points on driving the portfolio and ensuring world class customer experience delivery. You are able to understand and articulate client and prospect business objectives pain points and describe the overall opportunity. You provide direction to our internal solution teams to create solution propositions that address client business needs and differentiate us from the competition. You are able to structure complex deals negotiate commercial terms and position our services as high value to preserve our margin. You are comfortable leading and orchestrating oral presentations and able to take deals across the finish line. You understand how to close a deal.

You are able to quickly develop trusted client and prospect relationships that enable rapid expansion. You are not single threaded. You are able to quickly identify multiple stakeholders and multiple areas of opportunity within an account. You are able to diversify opportunity and revenue streams. You rapidly cross sell the full catalog of digital solutions. You are able to construct larger opportunities by building upon successes. You are able to navigate to the business and executive sponsors. You are able to identify competition and construct takeover plays.

Qualifications

Minimum 10-15 years of experience in a leadership role at a consulting or services firm that has focused on selling digital services to the Media industry.

Minimum P&L Management 20M

Expertise into the Media and Entertainment industry

Experience in working with partnerships and channels to drive new business in existing business

Ability to qualify opportunities and progress opportunities through the pipeline

Solutions-oriented by nature and is consultative in approach to selling

Experience selling digital services digital such as mobility UX digital marketing cloud web content management ecommerce analytics AI/ML etc.

Strong customer presence that can quickly build positive customer experience

Creative thinker and deal maker and able to structure complex deals

Able to generate large strategic deals with annuity component

Detailed oriented and able to drive a sales process to closure

Demonstrated successful proposal development and presentation skills to include strong oral and written communication skills

Capable of selling at a C-level and developing sponsorship to drive deal closure

Comfortable working in a hands-on environment and possesses an entrepreneurial spirit

Excellent communication and presentation skills

Experience using SFA tools (i.e. ) and an understanding of a staged pipeline process

Ability to travel (up to 50%)