Senior Role - Sales - Hyperscale Accounts - Data Center Industry

1. PURPOSE OF THE ROLE :

The ideal candidate will possess both product sales and technical background that enables him or her to engage directly with the Hyperscale Accounts.Key responsibilities will be to drive sales& profitability with key Hyperscale Accounts. He/she is also expected to have the knowledge and capability to collect, understand and debate technical, legal and commercial aspects at the client end.

2. Key Areas of Accountability :

- To Develop and execute against a comprehensive account plan to meet and exceed business objectives.

- To Develop long-term strategic relationships with Hyperscale accounts to ensure customer satisfaction and generate reference able case studies. Forging relationship will include mapping across site selection, Business, Operations, Commercial, Technical and Legal teams at customer end.

- Building and positioning the service strategy across HyperScale with key decision makers

- Coordinating with management teams globally to ensure success in this fast-growing market

- To be able to engage in productive discussions, translate their requirements/issues into business problems and liaison internally to resolve these issues.

- Key focus on contract management for strategic accounts w.r.t billing, collection, SLA, open issues and their resolution

- To Create & articulate compelling value propositions around India offerings

- To Possess the technical ability to explain (not implement) infrastructure solutions

- To Maintain an accurate forecast and various business reports

- To Execute sales development activities to achieve the quarterly and annual targets

- Driving performance management and action plans where needed to exceed Account Sales Targets and drive profit margins through value added solutions

- To Work along with solutions team to create optimized solution

- To Work with solutions and procurement to get the best price for given solution components from various Partners

- To Work with Finance team for creating tool for business case approval. To understand the impact of various commercial variables like NRC, Capex, ARC, Space and Power on commercial structuring and profitability.

- To Lead and facilitate the customer discussions to convince on value proposition and positioning of the services.

- To Lead and facilitate negotiation of the contract terms along with service description, SLA

- Documentation to meet both client and company needs.

- To Get the CAF as per final agreed T&C and order logging through internal.

- To Monitor and report that results including Order Booking (ACV) & Revenue targets

- To Facilitate issues during the Service Delivery along with project teams.

- To Facilitate Service Delivery team to get the timely delivery done.

- To Facilitate billing and finance to get the revenue recognized month on month.

- To Monitor and report that results including regional Revenue and P&L.

- To Work on quarterly GTM plan and track sales opportunities.

Qualifications :

Preferable : Preferable BE with MBA

Experience : 8 -10 + years of experience in managing Hyperscale Accounts preferably in Data Center Industry