Job Description
DescriptionOverviewWe currently have and opportunity for a Sales and Business Development Director with strong drive and experience in selling consulting services, products and managed application services. This position will require the ability to enter and grow an account portfolio and directing the sales efforts of same to new and existing clients The ideal candidate will have contacts in the industry and have 5-7 years of current direct sales experience selling BSS/OSS consulting services and complex, customized system solutions in the telecom, cable or media industries..The candidate must be able to independently drive business and achieve quarterly sales targets by creating proposals, responding to RFPs, and nurturing relationships with client executives. This job is focused on managing a deal through the sales stages and is accountable for sales generation through sales closure. This involves all aspects of sales process from prospecting to close including but not limited to the pre-sales process, account mapping, relationship building, proposal creation, value proposition, solution creation and overview, solution profitability, close, contract negotiation, execution and post sales customer care.Key Responsibilities include but are not limited to:Relationship Development:
Develop and leverage existing relationships with potential buyers through personal meetings, presentations, speaking engagements, business networking, telephone calls, personal emails, personal mailings, business forums, direct marketing, and/or other business or social outings. When identifying new leads outside of assigned target clients, work with appropriate parties to determine best Sales Leadership decision and transition lead to other party as appropriate.
Client Demand Stimulation and Opportunity Generation:
Identify specific sales opportunities within existing and prospective clients. Work with client's team to determine requirements and/or specifications, build client value proposition and shape the deal; using appropriate sales processes and tools, determine and recommend through the appropriate New Business Meetings/forums which opportunities to pursue and obtain BD funding and support. Engage in activities focused at generating client awareness of the firm and/or demand for its Services (may include developing/sending promotional materials, presenting in business forums, charitable activities, business associations, etc.).
Sales Process Leadership:
Lead Sales Process for specific approved opportunities, complying with internal sales stage entry/exit requirements. Working with Operating Group leadership, form and lead the opportunity pursuit team through the sales process, performing constant re-qualification of the opportunity while assuring adequate financial control of BD spend; Construct and execute opportunity plan, including win themes, win tactics & action plan, relationship plan, and price-to-win; Review solution plans, cost models and written proposals as appropriate to ensure alignment with sales strategy, win themes, and price-to-win; Establish and maintain qualified sales pipeline of a minimum of 3X annual sales target.
Business Development - Within assigned client group or territory:
Identifies existing and potential engagement clients that represent an opportunity to leverage the Excelacom product portfolio and technology services to generate sales and margin.
Develop leads and directs the execution Strategy for qualified client opportunities and an overall utilization strategy and plan at the regional and/or portfolio level.
Educates and influences client executives (Client Team executives and end-user Client Executive) to leverage capabilities/offerings as part of the client solution.
Manage the opportunity sales campaign and offering or product expertise. Focus can range from a single product to complex solutions and transformational opportunities
Territory Management - Within assigned client group or territory:
Prospecting, identifying & closing new business for all of Excelacom’s products and services
Develop and execute strategies to win; socialize strategy with stakeholders.
Identify specific sales opportunities within clients and/or targets. Using qualification process to determine which opportunities we should pursue using criteria such as highest probability of winning, profit potential, return on investment, level of effort, etc.
Grow the Business - Consistently add new clients, generate signed contracts
Attain established sales/revenue goals
Coordinate sales efforts with marketing and sales support organizations
Opportunity Management - Within assigned client group or territory:
Manage and develop appropriate proposals and RFP response materials.
Manage and work with support team to develop appropriate Contract/Arrangement Letter language.
Lead the client presentations and oral proposal activities as appropriate.
Establish qualification and win strategy
Coordinate internal approvals and sales team resources; manage solution/proposition develop client interactions and relevant client demonstrations, etc.
Ensure a competitive advantage is created and maintained
Effectively engage with the client executive team to maintain their continued support of the proposition
Manage successful transition of the opportunity to the delivery team
Support efforts and/or gain client agreement for press releases, referenceability, etc.
Participate as one or all of the following roles from the Sales Role: Sales Lead, Deal Shaper, Negotiator, Bid Manager, and, potentially as the Origination Lead for small-medium size deals
Lead negotiation with client team executives to determine requirements and/or specifications to shape the deal.
Close the deal and secure signed contract
Management & Client Satisfaction:
Provide post sale support and management to ensure high client satisfaction.
Develop, present and sell add-on work and renewals.
Manage AR and inventory to maximize profitability.
Executive status to company and client organization
Qualifications:Basic Qualifications:
Minimum of Bachelor's degree, preferred majors are:
> Engineering
> Computer Science
> Information Systems
> Marketing
> Business
Minimum of 10 years solutions and/or services selling experience in telecom, cable, or media domains.
Experience on large scale sales initiatives to Fortune 1000 companies
Formal sales capture process experience
Possess superior client facing skills; strong ability to articulate; and ability to deliver compelling presentations
Strong closing skills coupled with the ability to translate complex technical concepts into client business terms
Demonstrated success & track record of sales in project based professional technology services.
Deep understanding of and ability to sell services based upon a global delivery system highly desirable
Proven track record against multiple million dollar sales targets
Ability to meet revenue targets of $6-12 mil/yr
Professional Skill Requirements:
Self-learner, committed to self development
Relationship building and influencing skills
Team building, supervisory skills, and mentoring skills.
Proven ability to work independently and as a team member
Ability to be flexible and work analytically in a problem-solving environment
Excellent communication (written and oral) and interpersonal skills
Excellent customer service skills
Advanced organizational, multi-tasking, and time-management skills
Advanced sales and marketing skills
Demonstrated ability to handle difficult situations and can perform crisis management
Demonstrated ability to work with offshore teams
Excellent mediation, conflict management and leadership skills.
Apply Now - Resume or CV with Job Post Title
Email: jobs@aarenconsultants.in
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