Broad outline of the Role
Purpose - Broad objective of the role
Drive achievement of sales targets through sales planning, business Development, Executive Mapping, identification, qualification and closure of sales opportunity along with TCS from identified Business Groups.
Drive deep and strategic customer engagement for the identified BG’s. This includes complete ownership and responsibility for new order booking (OB) and Revenue from the GTM track with TCS. The requirement is to have deeper penetration within TCS, globally & amplify the Joint Value proposition of our GTM track. This includes improving product marketing, creation of JVP etc.. The role is responsible to drive achievement of sales targets (OB) through sales planning, prospecting, relationship building, opportunity identification, qualification, deal pursuit and closure along with TCS within the identified account sets. The seller will continually seek to increase the joint business engagements with TCS for the identified BG’s.
Size and Scope of Role - No. of direct reports
4 to 7
Size and Scope of Role - Total team size
20 (incl 3 on contract)
Minimum qualification & experience
Engineering graduate with a management degree with around 10-12 years of experience
Other knowledge/skills
Understanding of management dynamics; Technical knowledge; Understanding of finance and supply chain management; Knowledge of industry
Main drivers for success:
Ensuring wallet/market share increase along with TCS into identified accounts.
Achieving assigned OB targets
Developing digital deal funnel and driving pursuit strategy closure
Amplifying the track within TCS and within the identified set of accounts.
Ensuring revenue increases through newly acquired customers and an incremental wallet share from or customers
Market penetration with new accounts, and cross-selling to improve PPR
Attaining domain knowledge, creating account development plans
Minimum qualification & experience
Bachelors and/or equivalent experience. MBA or equivalent preferred. Minimum 15 years of enterprise sales experience. Should have worked with technology services companies (telecom, hardware, software, applications, cloud services) in account management role.
Technical Competencies
Any Technical Sales Certification in Cloud, Hosting, Security, UCC & Managed Services would be preffered . Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management like accreditions would be an added advantage .
Desired Skill sets
Has significant experience (~ 15 years) in managing Enterprise accounts
Knowledge / Skills
Communication Skills