MarketsandMarkets - SVP - Client Partner/Sales Head

MarketsandMarkets- is the world's largest revenue impact company, serving over 5000 customers including 80% of the top 2000 companies in the industries that we track. In the face of constant technology innovation and market disruption we help organizations plan & operationalize their future revenue mix decisions by identifying over 30,000 high growth opportunities ranging from $1B to $500B. Our revenue impact methodology provides actionable & quantified insights on converged, granular and networked market eco-systems that result from disruptive technologies and high-growth markets. We provide an extended lens on not only what will impact our client's revenue but also what will impact their clients' revenues, thus uncovering latent opportunities. Organizations choose MarketsandMarkets- to stay ahead of the curve and accelerate their hot-bet revenue decisions and implementations by 6 - 12 months giving them a unique fast-mover innovation advantage. We work across all major B2B industries with the C-level executives in functions such as Strategy, Marketing, Sales, R&D, Product, M&A etc.

MarketsandMarkets- brings exclusive high-growth markets intelligence generated by over 850 SMEs and analysts along with its proprietary Revenue Impact platform (Knowledge Store) to support decision making. Over 70% of our intelligence is exclusive and we advise our clients on areas such as - What revenues can you expect from newer innovations? Where are the explicit and latent opportunities, markets, technologies, products, and use cases? What is the opportunity for your client in $ terms by adopting your new products and offerings?. Our engagement model ensures ongoing contextual deep-dives and operationalization of revenue impact decisions

This forum would give you the opportunity to share your success stories, best practices and brainstorm on market research topics.

Recently, MarketsandMarkets has secured a USD 56 million funding, led by FTV Capital, a growth equity investment firm, and Zodius Capital as a co-investor.You can refer to the Economic Times news link here: http://m.economictimes.com/smallbiz/ startups/marketsandmarkets-raises-56-million-divests-minoritystake/articleshow/57775526.cms

Company Name: MarketsandMarkets

Industry/ Sector: Research and Consulting

Company Website: www.marketsandmarkets.com

Job Location: Pune

Designation: Vice President - Client Partner

JOB DESCRIPTION

- Creation of an organic sales plan for the assigned territory(ies) - identification of key accounts, building a pipeline of prospects, managing conversion of pipeline to acquire new customers

- Be responsible for delivering personal revenue targets from new sales and through management of existing customers

- Update and report on progress against the plan on a regular basis

- Be involved with new client set up and implementation as required, coordinating support, training and implementation resources as required to ensure an optimal customer experience; advise colleagues on client-specific needs

- Liaise with delivery as required to trouble shoot and ensure customer satisfaction

- Oversee all relationship management responsibilities with assigned customers ideally at point of sale on behalf of MarketsandMarkets to embed the company as a value-add partner and maintain a strong competitive advantage over the competition through high customer satisfaction

- Develop and implement account plans with specific product/service targets for achieving new business from existing customers.

- Stage, and manage cross and up sell strategy of new opportunities (product /services) after any implementation is complete

- Maximize and sustain high levels of activity in all accounts that focus on customer satisfaction and attaining the revenue plans set out for that customer

- Coordinate account financial implications with regards to timely billing, invoicing and debt management

- Initiate, facilitate and manage regular meetings with the customers- - C- Level and/or key business managers to develop and expand the MarketsandMarkets relationship and drive new opportunities for business.

- Take responsibility for responding to tenders, bids and proposals in assigned accounts.

- Prepare and manage Quarterly Business Reviews with customers to review service delivery quality and commitments.

- Develop sufficient expert product knowledge in MarketsandMarkets products and services; Stay current with New solutions development roadmap and look for opportunities to trial solutions

- Oversee timely management of any issues of conflict that arise between the customer and Company, ensuring to the extent possible that issues are resolved between the relationship rather than being escalated to steering groups or project sponsors.

The ideal candidate will have prior demonstrable revenue generation experience leading a sales or account management role for an organization delivering professional services to Fortune 100 clients. This will include consistently delivering annual revenue targets but also demonstrate additional incremental revenue generation. He / She will have a track record of creating and successfully delivering against tailored account plans. The individual must possess sufficient understanding of IT / ITES industry, typical problems faced by clients and the use of primary or secondary market research to effectively address client needs.

The individual must also possess a strong drive for excelling in a customer relationship environment. The ideal candidate should have the proven ability to quickly assimilate into new surroundings without the fanfare of large support staffs or budgets, and will have shown immediate success in establishing relationships and delivering large value contracts.

The ideal candidate's qualifications include:

- Minimum of 15 - 18 years of work experience, preferably in a segment of consulting or Product Sales industry.

- Bachelor's degree in Management, Engineering or other relevant fields

- Previous track record driving profitable account growth, preferably in a technology company

- Working knowledge of the key business functions within IT/ ITES industry and trends and initiatives.

- Deep knowledge and awareness of the new technologies and services- value proposition and its relevance to addressing issues faced by the industry.

- Ability to qualify and prioritize projects to drive the maximum return, and have the ability to generate additional opportunities through personal networking and relationship building

- Track record of delivering revenue targets

- Insightful, creative, articulate, persuasive, and organized

- Strong work ethic

- Down-to-earth professional style which enables win-win communication with both top executives and colleagues internally and externally

- Self-starter with a passion for new client acquisition and account management success

- Excellent written and communication skills, with both customers and the team

- Positive attitude, creative persistence and entrepreneurial spirit

- Executive level presentation skills