Head - Sales - Tendering/Software Services

About The Company:

ARA's client is a premier IT & ITES Organization for the last 50 years with a pan India footprint. Founded as Computer Maintenance and Services Company in 1976, ARA;s client is a pioneer and leader in the Indian ICT industry. With more than 4000 employees spread across 100 locations in India, Our client is adding value to every industry through its products, services and offerings.

Over the last 40 years, we have played an integral role in helping clients succeed through many economic cycles by providing expertise and experience in delivering governance services, transportation & traffic solutions, energy management solutions, surveillance & workforce management, broadcasting solutions as well as software services aligning technology with client businesses.

The Role:

The person will be hunting Tendering/ Software Services sales/ E-Governance

Key Responsibilities:

- Meet with existing clients to discuss companies products and services.

- Initiate new opportunities across new target accounts

- Presents information regarding leads, clients and sales at company meetings.

- Provide input to Digital team for any new capabilities to be build based on customer

- Regularly attends industry conferences to expand insights and opportunities for the team.

- Customer relationship management.

- This includes: Upselling or cross-selling and renewal sales

- Analysing and understanding the business requirements and objectives associated with a clients vision and roadmap

- Formally eliciting these requirements and detailing them,

- Working with internal in Scoping these potential projects (including sizing and costing potential projects

- Submitting proposals to the customer

- Monitoring the clients budget, explaining costs, and negotiating new terms if necessary

- Lead all aspects of client selling: prospecting, consultation, building strategic proposals, relationship management, closing and transition, of new logo deals

- Ability to lead multiple customer sales cycles and close

- Work closely with the other function to establish successful support, channel, and partner programs

- Manage key customer relationships and participate in closing strategic opportunities

- Builds effective relationships with internal/external stakeholders to ensure alignment between stakeholders

Skills Required:

- 12 to 15 years experience in Tendering/ Software Services sales/ E-Governance

- Proven experience with engaging enterprise business leaders, building customer relationships and influencing senior executives

- Experience in selling consultative services in the Tendering/ Software Services sales is a huge plus!

- Knowledge of E-Governance will be an added advantage

- Demonstrated ability to engage senior client leadership

- Capability to understand the client business and connect the same with technical/LOB solutions at first level. Facilitate deeper engagement with pre sales and technical folks.

- Demonstrable strong client relationships at least at the level of IT Head, Infra Head or Application Head.

- Excellent oral and written communication skills

- Strong interpersonal and negotiating skills - Strong organizational, computer and time management skills

Qualifications & Experience:

- BTech/BE

- 12-15 yrs