Manipal Global Education - Manager - Sales

JOB PURPOSE :

What is the main purpose or objective of the job; and what will it contribute to the overall business of the company.

This position will be responsible for the sales effort, achieving revenue plan predominantly through acquisition of new accounts and farming existing accounts in specific vertical/region. He/she will be responsible to position Manipal Global Education as the preferred training/talent development partner with enterprise customers in the IT, Global In-house Centers (GICs), Consulting, BFSI and NBFC Sector, drive strategic level engagement and ensure highest SOW.

WORK RELATIONS:

Main interfaces with whom do you have regular contact in carrying out your duties (whom do you report to/who do you functionally report to/whom do you have interface within and outside the organization?)

Internal Interface:

- Academic Delivery Team

- Product Team

- Legal and Finance Teams

- Marketing and Sales Team

- Senior Leadership

External Interface:

- C suite executives like CTOs, CIOs, CHROs, HR L&D, end users, Talent Acquisition teams, Business Heads and Leadership teams of Client Organisations

- Industry Practitioners, Thought Leaders, Members of Governance bodies

Reporting to: Regional Head - South

CRITICAL ACCOUNTABILITIES:

List the critical accountabilities that must be achieved in order that the job purpose is fulfilled.

- New Product, GTM creation

- New Client Acquisition

- Driving Revenues

- Managing and growing client Relations

- Helping Account Management Team with product pitch, decisions and client handling

- Customer Events like Conclaves, Leadership Summits etc.

KEY FIGURES :

Figures and Finances (Include the amount for which the job is directly accountable )

Revenue Nos could vary between 4-6 crores depending on vertical, maturity/existing client base of vertical, product line.

SUPERVISION :

This is largely an individual contributor role, responsible for driving critical strategic initiatives, product creation, be a facilitator between client, sales and delivery teams.

KEY SUCCESS FACTOR:

How is the success in the position measured?

Quantitative :

- Achievement of Revenue Target

- No of new clients acquired, growth of existing clients

- No of new products/ solutions launched

Qualitative:

- New product or GTM creation

- Pipeline build for new GTM, Marketing initiatives

- Client relations strengthening by innovations on new products and driving new initiatives.

Skills and Knowledge :

- MBA in Sales/Marketing with at least 2-8 years of experience in selling learning-training-IT certification solutions Functional/Behavioural/Technology Skills to large enterprise clients in the IT, Global In-house Centers (GICs), Consulting, BFSI and NBFC Sector.

- Other skills like Concept Sales, Training Sales, New Client Acquisition, Individual Contributor, Account Management, Cross Functional Engagement

Competencies:

- Proven successful track record of achieving and exceeding sales targets

- Should have demonstrated configuring solutions in multiproduct proposition scenarios and should have demonstrated a deep understanding of the solution being configured

- Should demonstrate a good functional understanding of the business and should be capable of quickly understanding new businesses, sectors and industry verticals

- Presentable and excellent in communication skills

- Should have the ability to steer and work with internal cross functional teams to create propositions and service the end client

- Should have demonstrated leadership skills and team management skills