Regional Sales Manager Govt. & Defence

JOB SUMMARY

We are looking for a Regional Sales Manager with extensive Defence and Government sales experience. You will be responsible for driving the Defence customers & state governments business in North & East India territory. It includes winning new customers, upselling/expanding revenue at current customers, and maximizing customer satisfaction to secure all renewals. The role requires interaction with channel partners, while also conducting all the customer facing hands on heavy lifting to secure the win. This resource will be based out of Delhi-NCR.

EDUCATIONAL QUALIFICATION

The candidate must have a Bachelor’s degree supported by real sales experience. MBA will be preferred.

EXPERIENCE

· 15+ years of relevant sales experience with a large SI/OEM.

· 5+ years of OEM experience.

· Ex servicemen (Army/Airforce/Naval) preferred.

ROLES AND RESPONSIBILITIES

· Identify potential new customers and build relationships with current customers.

· Establish, develop and close business while exceeding sales targets and objectives by developing customer relationships and closing business opportunities

· Develop strategies for penetrating new accounts and growing relationships with end users and partners.

· Research and understand prospects’ business plans (both tactical/technical and strategic/business).

· Understand prospect’s buying/decision process and business cycles that can affect these processes.

· Manage the sales process for all customers in assigned territory.

· Maintaining and regular updating of Salesforce as part of Sales care.

· Negotiate contracts and maintain current contracts.

· Collaborate with the Sales Team to work accounts and keep one another updated on new marketplace dynamics.

· Providing timely and detailed information on market needs, buying trends and competitive information.

· Respond to RFPs, and develop proposals for presentation to customer

· Understand and be an expert at SaaS and Cloud selling economics

· Support specific Marketing Programs, lead generation campaigns, and targeted sales activities.

REQUIRED SKILLS

· Proven track record selling in state governments and defence customers.

· Ability to multitask and manage complex sales cycles to completion.

· Experience working on Salesforce.

· Must be able to work independently with a passion to sell.

· A disciplined and proven Customer-Centric Sales Process.

· Deep knowledge of the Governemt & Defence space

· Demonstrated sales account management experience with a track record of exceptional achievement.

· Demonstrated ability calling on and closing sales with key buyers and decision makers within the organization.

· Knowledge of the SD-WAN / SSE / SASE market.

· Ironclad integrity required.

· Experience in a complex sales environment, managing large, visible, demanding customer accounts.

· Excellent written, verbal, presentation and phone communication skills.