B2B Sales Role - IT

Sales

Looking for a Sales Professional for a leading conglomerate into IT Engineering Services.

Role-Sales (B2B)

Location-Pune

Desired Profile:

1. Education- BE/MBA with at least the last 4 years selling 'Engineering services' which includes Embedded S/W, H/ W and testing, CAD, CAE, PLM for Transportation customers (Automotive, Truck & off highway Tie-1s, OEMs ) in E,R&D space

2. Strong track record in acquiring new customer logos and managing growth of existing clients with strong negotiation skills, including advanced sales knowledge

3. Must be comfortable working with senior management as well as articulating strategy, solutions, and services

4. Analytical and negotiation skills, ability to synthesize complex technical, business, and legal issues to apply that knowledge at solving problems and executing action plans.

5. Knowledge of market trends, industry participants, new technologies and business models

6. Experience in all facets of business development from generating leads to closing a sale

Role & Responsibilities :

- Sales engagement: Driving end-to-end business development pursuit as an individual contributor

- Account mining, supersizing for existing accounts and new logo creations (both farming and hunting role)

- Responsible for coordinating sales efforts across a cross-functional team mapping and interacting with CTOs, CPO, VP of Engineering and R&D stakeholders

- Identify, prospect, and qualify new opportunities

- Shape and solution engagements in collaboration with company's SMEs

- Consistently generate net new revenue

- Develop and communicate compelling value propositions and advance sales conversations

- Drive commercial and SOW/contract negotiations with clients as well as internal approvals to drive to closure

- Client relationship management and networking: Forging strong relationships

- Build trusted advisor relationships and influential partnerships based on a strong foundation of business and technology expertise

- Leverage existing client relationships from past work history and network of contacts

- Invest in social selling, both your own and company's brand

- Increase company's revenue pie in the total client spend every year

- Teaming: Collaborate to bring forth the best of the company

- Collaborate closely with company's Solution experts, Delivery, peer sales team to build customized solutions for our clients

- Expertise and knowledge management: Staying ahead of the curve

- Track industry developments - implications of macro-economic moves, new business models, industry disruptors (regulations, new offerings, new players); track technology developments, etc.

- Track competitors - investments, footprint, new offerings; develop account-specific deep insights

Sales operations :

- Create and maintain business development plan to ensure sales success

- Review sales plan, pipeline, and other pursuit details with leadership to ensure target achievement

- Plan weekly meetings with clients. Schedule client CXO meetings with senior leadership team including CBO, CSO and CEO