Associate Director - Business Development - IT Services/IT Solutions - West Region

Role : Associate Director - Business Development - IT Services / IT Solutions - West Region

Location : Mumbai

We are looking for a Business Development Specialist - West Region to scale the solutions business in the West market for our IT Client.

The ideal candidate will have proven sales experience & is a Go Getter, has a drive to win - gets results despite hurdles, rejection, is persuasive and have the drive to win over competition. The individual will be responsible for winning business from new customers for the organisation and will manage relationship with organisation's customers in the West market. Shall build and maintain relations with clients at CXO's levels and achieve trusted partner status with our clients.

Key Responsibilities:

- Overall accountable for achieving revenue target (both billing and booking), profitability, collections and client CSAT

- Win business across the performance engineering solution portfolio through a combination of small, large and annuity deals

- Build a sustainable and continuous business pipeline across the solution portfolio, which enables business predictability.

- Responsible for all negotiations with clients, including contracting, terms, price, SOW in consultation with the delivery team, finance and leadership.

- Build and sustain deep relationships across the client landscape with multiple stakeholders.

- Understand competitive landscape and constantly improve intelligence in each strategic account and for the market

- Ensure selling effectiveness across the sales cycle.

- Understand client's needs, identify and position the right solution to solve clients' business challenges.

- Create winning proposals with sharp messaging on the value proposition.

- Be the brand ambassador for the Organisation with all key stakeholders including alliance partners.

- Operational responsibility of at least 1 key alliance, including building network at multiple level with alliance partner's team. Leverage their reach for building significant pipeline for mutual offerings and win business. Responsible for ensuring monthly operational reviews, cadence calls and compliance of key processes related to both companies.

Education Qualification / Skills & Experience:

- Post Graduate / MBA + BE / B.Tech with 6-14 years of solutions, services and IT consulting selling experience in the West market preferably. Experience of selling APM products-services, IT service management, testing and security services will be an added advantage. (People with only Hardware and Network selling experience shall not apply)

- A Sales HUNTER

- Go Getter, has a drive to win - gets results despite hurdles, rejection, is persuasive and have the drive to win over competition

- Must have achieved / over-achieved revenue targets consistently.

- Can create and make winning presentations

- Loves to network - across the client organization and the industry.

- Strong negotiation skills.

- Very strong interpersonal skills.

- High professional and personal integrity

- Can work independently and is self-driven

- Strong process orientation and sales discipline

- Competitiveness - Winning spirit and must enjoy winning our difficult competition