HCL - Manager - Solution Sales

Manager, Solution Sales

Responsibilities / Job description :

The Engagement Manager / Business Development Manager has the following key responsibilities within the assigned account scope :

- Client relationship management - manage relationships with operational client personnel - those directly involved with the client's presence.

- Be open to travel nationally and internationally.

Business development - build a portfolio of up to $5M - driving revenues within the assigned account scope by being the owner of the entire Opportunity Management Cycle :

- Prospect-Evaluate-Propose-Close. This involves identifying business opportunities, selling concepts to the client where required and influencing the client to give additional business based on demonstrated capability and past performance.

- Conduct research as well as competitor analysis, and conduct client presentations, estimation efforts and proposals and negotiations.

- Client delivery assurance - assure the client of the commitment and drive the delivery process by working collaboratively with the Delivery Managers in the business unit.

- Collaborate with the Delivery Manager to address all people or infrastructure / delivery related issues that may be affecting the delivery of the project vis-vis the specific client.

- Balance different projects running for the client that may involve different Delivery Managers or horizontal competency units- resources.

- Take go-to-market solutions to accounts within the account scope -drive revenues from go-to-market solutions being sponsored by the business unit.

- Work closely with the Solutions Leader to build customized solutions pitches for the target account and driving the revenues and delivery of these solutions to the account scope.

- Account planning and governance - completely responsible for all Client Management Processes - Plan-Sell-Deliver-Manage.

- Build an account plan for the account scope - with details of the relationships required, the opportunities that have to be chased, and the revenue expected from such opportunities, as well as potential threats and weaknesses that need to be addressed.

- Make pricing decisions within the scope of the Master Services Agreement.

- Provide necessary input for building future alliances with relevant product vendors.

Qualification :

- Bachelor's degree or foreign equivalent required from an accredited institution. Will also consider three years of progressive experience in the specialty in lieu of every year of education and 4+ years of experience, with strong sales/relationship management/account management experience.

- Significant business development and project management experience required.

- Knowledge of industry specific go-to-market solutions a plus.

- Good understanding of industry specific business issues and drivers a plus.

- Track record of interacting and building relationship with CXO level client contacts - Global Delivery Model experience desirable.

- Experience managing large multi-location consulting engagement desirable.

- Hands-on experience with proposal creation and leading proposal presentations.

- Strong leadership, interpersonal, communication and presentation skills.

- Wide variety of IT and business consulting engagement experience.