About the client:
- Company Name: upGrad
- Industries: E-Learning / EdTech
- Company Type: Forbes Global 2000
- Headquarter Location: Mumbai
- Nature of Offering: Product
- Founding Year: 2015
- No of Employees: 1001-5000
1. Responsibility:
- Supporting sales teams with end - to- end Sales Solutions, pitch decks and proposals as per end-client business requirement.
- Working in conjunction with the sales team as the key advisor and advocate for our sales offerings, services, and partner products
2. Reporting Structure
Reporting To: Sales Head
Additionally, the individual will have to collaborate and coordinate with both Internal and External stakeholders:
Internal Stakeholders:
- Sales Team
- Learning Solutions Content Team
- Senior Leaders
External Stakeholders :
- Key Decision makers in client organizations - HR and L&D Managers, Business Heads and Leadership team
3. KRA (Key Result Areas) for this role:
Design Sales Solutions :
- One point contact for sales teams to work on need- identification, review, and scope finalization of the business requirement.
- Capability in building rich, interactive solutions from the concept stage to final design as per client requirements.
- Ability to create solution journeys for clients across hierarchy levels using a combination of digital and blended modules and appropriate client customization and contextualization.
- Displays detail orientation to meet the required quality standards in client deliverables.
Present and communicate the final proposition :
- Provide support to sales teams in presentations & client run-throughs by coming across as subject matter expert
- Create compelling proposals bringing out the solution approach and value proposition for clients
- Build pitch decks and solution decks that can be shared with the client based on the opportunity at hand
- Capability to further build on business requirements from client and assist the sales teams in closing the deals
4. How is success measured?
- Building high value sales propositions for end-clients that result in revenue building for the company.
- Winning Repeat Business, Annuity deals and creating predictability of new sales leads based on the solid solutioning framework created for end client.
- Providing excellent support to sales team in presenting back solutions to clients within expected TATs
- Providing high level, integrated consulting to clients in implementing the solutions proposed
- Handling complex & high revenue solutioning & projects with great efficiency
5. Preferred Experience and skills:
- Must have played the role of solution expert / presales specialist for medium to large revenue deals (Deal sizes in the range of 25L to 1Cr+)
- Must have a proven track record of handling medium to large competitive deals and successful closure of deals of this size and complexity.
- Experience in designing excellent learning journeys in sales domain across hierarchies which leads to winning big clients.
Preferred : Graduate / Postgraduate with at least 4+ years of experience in presales solutioning and creating high value sales propositions
6. Core Skills & Attributes :
- Should be capable of proposing an innovative approach and solution in response to meeting a wide range of client expectations.
- Should have industry knowledge and understand product market fitment in the L&D domain.
- Understand the competitive landscape and market trends.
- Should be detailed oriented to meet the required quality standards in all deliverables.
- Should be comfortable and effective in having consultative conversations with senior stakeholders and clients
- Ability to identify and spot opportunities for account mining and help sales team in converting the leads into revenue.
- Strong internal and external client service orientation
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