UST - Group Manager - Enterprise Sales

Group Manager - Enterprise Sales

The Role:

Enterprise Sales:

- Work with Industry experts in different verticals and bring more business by enhancing the business from the existing customers as well as by adding new customers.

- A passion for technology sales, delivery and learning about the application of technology to solve business problems.

- Drive UST growth through exceptional sales & delivery planning and execution.

- Collaborate closely with regional Microsoft Business Applications Sales Teams i.e., Account Managers, Solution Sellers (SSP) and Partner Development teams.

- Represent UST at the executive level within this leading global account, across multiple geographies, nurturing critical relationships.

- Define the sales strategy, GTM approach and sales operating model for India & APAC region.

- Enrich existing relationships with key buyers and decision-makers at existing clients and drive cross-sell and upsell opportunities.

- Establish relationships with new/prospective customers to showcase UST's capabilities and generate new pipeline.

- Interact with CXO levels to influence and negotiate on new opportunities, deal pricing and opportunity closures.

- Provide strategic thought leadership to drive competitive differentiation, service line expansion, geography expansion.

- Partner with Global Sales Organization to support growth in net new accounts & partner with existing delivery teams to drive growth in existing accounts.

- Establish deal qualification criteria, win themes/strategy, and bid approach.

- Work with global teams to drive solutioning and bid-response.

- Manage the opportunity from pursuit to closure, own end to end bid response, lead the bid defence discussion with customers and drive solution demonstrations.

- Effectively engage with Microsoft leadership and field teams in region to strengthen partnership, develop a joint business plan, GTM plan and collaborate to generating pipeline and close deals.

- Collaborate with delivery teams to verify the proposed solution, implementation approach, estimates, timelines, and delivery methodologies and transition the opportunity to the delivery team.

- Cultivate client references and drive client agreement for press releases, use of references, joint presentations at marquee events etc.

- Drive internal reviews with Sales and Geo Leaders in India & APAC.

- Drive marketing strategy and plan for sales campaigns and co-ordinate with internal marketing teams and delivery teams to ensure effective execution.

- Provide accurate sales forecast on a monthly basis.

- Enhance service offerings for the region as per client demands.

- Identify solutions to be developed based on latest market and customer trends and opportunity whitespaces.

- Work with pre-sales and solution engineering teams to develop offerings and build solutions.

- Publish thought leadership articles in internal and external channels.

- Augment the sales team as needed and manage other sales team members across the globe.