Account Director - Aerospace & Auto - IT Services - HCL Technologies - Detroit

Job description

Role Description:

The Account Director position is a key senior sales role for Company’s Growth Account. The candidate will develop revenue-producing relationships with decision-making CxO level executives, as well as drive the sales cycle of all assigned sales opportunities from initial prospect communication through contract execution working along with Pre-Sales, Solutioning & Delivery teams at onsite and offshore. Ability to seed Deal Shaping concepts and independently lead pro-active solutions for the identified account will be key success criteria.

Responsibilities

Achieve monthly, quarterly and annual sales targets and execute business development plans, creating long-term positioning and sales strategies utilizing HCL Service Line framework

Personally develop strong, long-term relationships and referrals with senior management at identified Growth Accounts and its affiliates including subsidiaries and JV partners.

Achieve sales management and portfolio diversification goals by building an optimal sales pipeline

Manage the end-to-end sales process for all opportunities including initial client communication, on-site presentations, RFI response, multi-day client workshops, RFP submission, negotiation and deal signing. The candidate is the focal point for all communication and sales activities with prospects and customers.

Work in close collaboration with presales team & delivery teams to ensure that proposed offerings and services fully meet customers’ business and technology needs.

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

Support the team’s market research, account research and competitive positioning analysis in partnership with regional presales and marketing staff.

Desired Skills and Experience
At least 5 +years of experience in selling consulting and IT Services within the region and at least 12+ years overall experience as a salesperson preferably working in a leading IT Services & products firm with prior experience of working with offshore teams.

Strong sales profile with a proven track record of success in selling IT Services including consistent over-achievement of sales revenue targets in large accounts.

Good understanding of business processes; the candidate should demonstrate a good understanding of how manufacturing/industrial firms use information technology to achieve business goals and meet regulatory and risk management requirements.

Demonstrated ability (document deals) to manage often complex negotiations with senior-level business and technology executives at leading manufacturing/industrial.

To succeed in this position, you must be self-motivated, ambitious, focused, detail-oriented, organized and able to multi-task and have the ability to work with offshore pre-sales and solutioning counterparts to develop pro-active opportunities.

Should be able to drive sales for the company and have experience in handling the complete sales cycle in global delivery model.


Industry and vertical specific understanding of business processes and technology.
Incumbents should be flexible to travel extensively within designated region.

Should have a valid work permit to work in US, should be either a Greencard Holder or have H1 B visa

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