Nikom InfraSolutions - Assistant General Manager - Key Accounts & Business Development

About the Job:

- This is a leadership role for a seasoned and results-oriented sales professional responsible for driving significant business growth within the Government, PSU, and large corporate/enterprise sectors in Delhi.

- The Assistant General Manager will be tasked with managing and expanding relationships with existing key accounts while aggressively pursuing new business opportunities.

- This role requires a strategic thinker with a strong understanding of complex technology solutions, excellent communication and negotiation skills, and a proven track record of structuring and closing large deals.

- The ideal candidate will be a passionate and tenacious sales leader with the ability to build strong relationships at all levels and effectively navigate both end-user and OEM ecosystems.

Responsibilities:

Key Account Management:

- Develop and execute strategic account plans for assigned key government, PSU, and large corporate/enterprise clients to achieve and exceed sales targets.

- Build and maintain strong, long-lasting relationships with key stakeholders and decision-makers at various levels within client organizations.

- Understand clients' business objectives, challenges, and IT infrastructure needs to identify opportunities for relevant solutions.

- Act as the primary point of contact for all account-related matters, ensuring high levels of client satisfaction and retention.

- Proactively identify opportunities to upsell and cross-sell the company's portfolio of hardware, services, and conceptual solutions.

- Monitor account performance, analyze trends, and provide regular reports to senior management.

New Business Development:

- Identify and qualify new business opportunities within the target sectors (Government, PSU, and large corporates/enterprises) in Delhi.

- Develop and implement effective strategies for generating new leads and converting them into successful long-term partnerships.

- Conduct thorough market research and competitor analysis to identify potential clients and understand their specific requirements.

- Present compelling value propositions and tailor solutions to meet the unique needs of prospective clients.

- Lead the end-to-end sales process, including presentations, proposals, negotiations, and contract closures.

Solution Positioning & Technical Understanding:

- Leverage basic technical knowledge of UPS systems, Datacenters, IT servers, storage, networking, and security solutions to effectively position them to clients.

- Collaborate with technical teams to develop tailored solutions and ensure alignment with client requirements.

- Stay updated on industry trends, emerging technologies, and competitor offerings to maintain a competitive edge.

OEM Relationship Management:

- Cultivate and maintain strong relationships with key Original Equipment Manufacturers (OEMs).

- Collaborate with OEMs to leverage their expertise, resources, and programs to enhance sales efforts and solution offerings.

- Possess a flair for structuring large and complex deals involving multiple stakeholders, including OEMs.

Sales Strategy & Execution:

- Contribute to the development and implementation of the overall sales strategy for the Delhi region, focusing on the target sectors.

- Establish and track key performance indicators (KPIs) to measure sales effectiveness and identify areas for improvement.

- Ensure adherence to sales processes and reporting requirements.

Team Building & Leadership (Potential Future Responsibility):

- Demonstrate the potential to build and lead a high-performing sales team in the future.

- Mentor and coach junior sales team members, fostering a collaborative and results-oriented environment.

- Contribute to the development of sales training programs and best practices.

Skills & Experience:

Essential:

- Excellent English Communication (Written & Verbal): Ability to articulate complex information clearly and persuasively to diverse audiences.

- Field Sales Experience: Proven track record of successful field sales experience, specifically within the Delhi market.

- Experience: 10-15 years of progressive sales experience, with a significant focus on selling technology solutions to Government, PSU, and large corporate/enterprise clients.

- Managed Multiple Large Key Accounts: Demonstrated experience in effectively managing and growing revenue from multiple large and complex key accounts.

- Government / PSU & Large Corporates / Enterprises Experience: Proven success in selling to and navigating the procurement processes of both Government/PSU and large corporate/enterprise organizations.

- Basic Technical Knowledge: Fundamental understanding of UPS systems, Datacenters, IT servers, storage, networking, and security solutions and the ability to position their business value.

- OEM Relationship Management: Established relationships with relevant technology OEMs and a proven ability to collaborate effectively with them.

- Flair for Structuring Large Deals: Experience in structuring and negotiating complex, high-value deals involving multiple stakeholders.

- New Business Generation: Proven ability to identify, qualify, and close new business opportunities within the target sectors.

- Die-hard and Passionate Sales Drive: A strong passion for sales with a tenacious and results-oriented approach.

- Strong at End User and OEM Ends: Ability to build strong relationships and influence decisions at both the end-user client and OEM partner levels.

- Sales - Hardware/Services & Concept: Experience in selling a combination of hardware, services, and conceptual solutions.

- Strategic Relationship Building: Exceptional ability to build and maintain long-term, strategic relationships with clients and partners.

- Processes: Understanding of and adherence to structured sales processes.