Senior Account Director - Sales - IT

Senior Account Director

Work Experience: 12+ years

Qualifications: MBA (mandatory)

Location: Bangalore/Chennai/Gurgaon/Noida

Job Description:

- Acquire new logos in India in SAP consulting and managed IT services

- Management of own pipeline of new opportunities to ensure consistent target and achievement

- Consistent identification and capture profitable revenue opportunities for the company's services.

- Improve sales penetration within chosen market sectors and key customers independently establish and grow new or existing client base.

- Form long-term relationships with - C- level decision makers to maximize business opportunities

- Identify, understand and solve any obstacles or objections to the successful sale of the company's products and services.

- Develop and implement plans to increase penetration within existing accounts in respect of cross selling opportunities, within sales and cross-functionally.

- Adhere to the company's best practice sales and internal qualification and approval processes.

- Participate actively in sales calls and bid reviews, demonstrating excellent sales and closing skills to the team.

- Accurate forecasting of monthly and quarterly achievement.

- Provide weekly/monthly reports to the Sales Leader with a detailed insight into accounts, opportunities and pipeline.

- Develop and manage internal relationships, earning the respect of colleagues at all levels across the business ensuring a cohesive internal structure.

- Work collaboratively with both Global and APAC sales teams on Global opportunities/accounts and sales support teams to win key opportunities

Essential Qualification:

- Minimum 12 years of sales experience covering SAP consulting and managed IT services, including:

- Strong background in enterprise sales (i.e. peer-to-peer selling, board level contact, new business orientated)

- Existing senior level relationships within relevant enterprise customers

- Experience of complex high-end selling in a long-term environment; especially in SAP consulting and managed IT services

- Experience of selling into Financial, Retail, Manufacturing and Media or in any particular verticals.

- Demonstrated experience selling a combination of the following product offerings:

- SAP Consulting

- Managed IT services

- Cloud

- Proven experience working successfully lead Go-To-Market with key technology partner such as SAP, AWS, Microsoft, Google or Dell/VMWare

- Experience of working in highly competitive environments and constantly improving and delivering order intake margin and revenue.

- Evidence of creative commercial deals, which have demonstrated affinity to the tailored requirements of the customer, whilst ensuring that requirements can be fulfilled without breaking the model.

- Experience of operating in an international environment and innate understanding how to operate in India market.

- Proven and strong experience in direct sales

- Strong prospecting skills and experience

- Excellent communication skills (oral, written and presentation)

- Postgraduate or Equivalent in Business or Marketing