Mission/ Purpose of the Position:
This job holder is required to drive critical business discussions with customer for solutions & services in our portfolio. Therefore a sound understanding of technology especially around Microsoft Platform, Virtualization, and Security Portfolio is required. Incumbent would be required to collaborate with various internal teams to drive net new revenue across all our product lines
Results to be achieved:
Maximize the business by positioning the right solution to the customers
Achieving the revenue and gross margin targets/goals assigned for this role on quarter on quarter basis
Directly contributing in the regional revenue by driving sales growth
Responsibilities / Your new area of work:
Build & execute regional plan for upselling & cross selling in the specified market segment as well as acquiring new accounts
Market & Opportunity analysis in the defined region with customer priorities.
Aligning growth strategy with OEM vision
Planning with OEM to penetrate in the identified segment for revenue generation
Develop partner specific sales and marketing plans
Build relationship with key decision makers (CIO & CXO) in respective accounts
Play an integral role in new business, value pitches and hold responsibility for the effective on boarding of new clients and partners
Improving the overall customer relationship, delivering reliable administrative support and customer service
Prepare and conduct customer & partner workshop
Ability to articulate Business requirement into Solutions
Maintain accurate pipeline & forecast on the monthly basis on CRM system
Maintain latest knowledge of current software licensing programs and parameters like return policies, pricing changes, upgrade opportunities
Adherence to organisational processes i.e. operations, sales & others
To negotiate with the clients regarding the sales prices of the services offered to them
Build the healthy pipeline for business, maintain and track the opportunity till closure
Accountable & responsible to Sell the business offerings by aligning customer business priorities for maximizing the revenue in the assigned Region.
Margin earned with Monthly, Quarterly and Yearly targets
Business Planning with OEMs.
Building a strong sales pipeline which is Min 3X of target allotted.
Readiness on right licensing program for each opportunity/account and presenting it to the customers
Aligning presales & OEM for Tech days for new customer acquisitions.
Number of Meetings with the Original Equipment Manufacturer as well as Clients on the weekly basis.
Increase the organisation revenue & gross margin for the assigned territory.
Increased wallet share of software spent of customers.
Increase Gross Margin percentage related to OEM partner & other product line on year on year basis.
Compensation & Benefits:
Competitive salaries with a comprehensive benefits package
Desired Candidate Profile
Qualifications & Requirements
Education: B.Tech, BE, MBA
Experience: 6-10 Years relevant work experience
Industry Exposure: IT/ITES/Corporate
Ability to work in a fast paced environment.
Excellent Customer Service Skills & excellent Communications Skills.
Well organized & Critical Thinking, Analytical with excellent problem-solving skill.
Account Management & Business Planning and ability to meet aggressive deadlines.
Strong determination and as well as team spirit.
Stress resistance, sense of responsibility and loyalty
UG: Any Graduate - Any Specialization
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