Account Director - Sales - IT infrastructure Business

MAIN ASSIGNMENTS:

The ideal candidate will have a background in both product sales and technical knowledge, allowing for direct engagement with customers. They should be proactive, ready to develop strategies and execute plans to meet business goals. Additionally, they are expected to possess the expertise necessary to gather, comprehend, and discuss technical, legal, and commercial matters with subject matter experts at the client's side.

Main Responsibilities:

- Develop and carry out a detailed account strategy to surpass business goals.

- Build enduring strategic partnerships with key accounts to achieve customer contentment and create case studies for reference. This involves coordinating with site selection, Business, Operations, Commercial, Technical, and Legal teams at the customer's end.

- Engage in meaningful conversations, convert customer needs into business opportunities, and collaborate internally to address these opportunities.

- Focus on contract management for strategic accounts w.r.t billing, collections, service level agreements, and resolving outstanding issues.

- Craft and convey persuasive value propositions for STT GDC India's services.

- Have the technical expertise to describe (but not implement) infrastructure solutions.

- Keep an accurate business forecast

- Gather market intelligence for various industry sources and connections.

- Conduct sales development tasks to meet quarterly and yearly objectives.

- Collaborate with clients to identify potential opportunities.

- Work with the solutions team to devise an optimal solution.

- Partner with solutions and procurement teams to negotiate the best prices for solution components from various partners.

- Collaborate with the finance team to develop a tool for approving business cases and understand the influence of commercial factors like NRC, Capex, ARC, Space, and Power on financial structuring and profit margins.

- Lead customer discussions to persuade them of the service's value and positioning.

- Guide the negotiation of contract terms, service descriptions, and SLA documentation to satisfy both client and company requirements.

- Secure the COF based on the final terms and conditions and log orders through internal systems.

- Provide support for any issues that arise during Service Delivery alongside project teams.

- Ensure timely delivery with the Service Delivery team.

- Work with the billing and finance teams to recognize revenue monthly.

- Develop a quarterly Go-To-Market (GTM) plan and monitor sales opportunities.

EDUCATION QUALIFICATION: - Preferable BE with MBA

WORK EXPERIENCE:

- Approximately 15 years of experience in managing strategic accounts within similar industries.

SKILLS

- Sales orientation: The ability to effectively work with customers and partners, and to communicate the unique value propositions of STT.

- Industry knowledge: Familiarity with the data center colocation and IT infrastructure business is essential.

Soft Skills

- Execution focus: The capacity to manage various stakeholders efficiently in a dynamic environment.

- Interpersonal and communication skills: Exceptional ability to interact and communicate effectively.

- Self-motivation: An independent and proactive approach, adaptable, with a strong sense of commitment.

- Travel readiness: Openness to travel as needed for the role.

MOST FREQUENT CONTACTS

- Internal / External / Both