Regional Sales Lead - Hybrid

Achieve monthly quarterly and annual sales targets established by the Market Unit Head

Achieve lead generation prospecting and other sales management goals designed to build an optimal opportunity pipeline

Drive proactive deal creation process by aligning to the CEO s agenda in the targeted companies

Personally develop strong longterm relationships and referrals with senior management at the targeted firms

Manage endtoend sales process for all the opportunities including initial client communication problem discovery solution hypothesis development onsite presentations RFI responses multiday client workshops RFP submissions negotiations and the deal signings. The candidate is the focal point for all communication and sales activities with prospects and newly acquired customers

Work in close collaboration with our client large deal team. presales team & delivery teams to ensure that proposed solution and services fully meet customers business and technology needs

Provide support to customers during initial phases of an engagement. Follow up and ensure total client satisfaction throughout the life cycle of the relationship

Support market research and competitive positioning analysis in partnership with regional presales marketing and product development staff

Adhere to all the our client sales human resource and corporate ethical policies standards and guidelines

Demonstrate strong personal communication and presentation skills to establish interest credibility and trust

Manage day to day progress of the sales team comprising of individual contributors

Improve the brand awareness & reputation of our client in the market

Requirements

Strong hunter profile and a leader with a proven track record of success in selling large deals

Demonstration of consistent overachievement of client acquisition and sales revenue targets

About 20 years of experience in selling IT services (10 years within the region) preferably working in a leading IT services & products firm with prior experience of working with offshore teams

Strong local contact base and access to alumni local associations industry associations within the region

Good understanding of the domain of Manufacturing and Technology industries

Demonstrated ability to create proactive discussion led deals with the CXOs

Experience with supplier selection processes including RFI and RFP issuance and response management

Experience of working on opportunities run by Third Party Advisory Firms such as ISG Avasant and Management consulting firms like BCG McKinsey KPMG etc.

Understanding of customer s buying process

Ability to maintain strong sales management focus during the sales cycles that are typically six to nine months long

Demonstrated ability to manage complex negotiations with seniorlevel business and technology executives

Travel Requirements

The candidate is expected to travel regularly to regional prospect and customer locations to support lead generation sales presentations contract negotiations engagement implementation and ongoing relationship building

Education Requirements

Bachelor s degree (required)

MBA (preferred)