Head Sales

Job Description

ROLE AND RESPONSIBILITIES

The core responsibilities lie in expanding the footprint of Team Computers and increase the top line by getting new logos, mining existing accounts and positioning the company as the preferred partner for various prospective customers in the various regions. Evolve short and medium term strategies to speed up the growth pace of the sales team in terms of strategic solutions and key customer penetration. Rapidly increase demand generation of strategic deals as well as its conversion ratios.

KRAs

• Ensure effective opportunity management through win plans and help each sales member achieve revenue goals as per plan.

Increase Top Line.

To pro-actively seek out and develop new business opportunities and strategies for the organization to ensure sustainable business for years to come.

Ensuring profitability through correct deal pricing.

Bringing business that helps create value for the company.

Ensure timely revenue booking as per forecast and attain quarterly as well as annual goals.

Effective management of price bidding and negotiations to achieve profitability as per accepted norms.

Play a key role in evangelizing cutting edge technology solutions. Play a key role in opening the relationship dialogue with competition accounts or new segment potential customers.

Ensure high level of market participation to cover key segments, customers, while also creating strong customer interest and pull towards Team Computers offerings.

Ensure disproportionate focus on strategic opportunities and co-ordinate all round team effort (vertical and horizontal) to achieve > 50% win ratio.

Engage in long term planning exercise for new markets, solutions and products with delivery divisions as the heads-up for capacity expansion. Improve sales forecast accuracy to aid delivery capacity forward planning and utilization.

Step in when the project execution gets stalled at the customer end, resolve customer issues directly or indirectly through cross functional coordination. Ensure professional conduct by the sales to ease customers buying effort and maintaining a high brand image of the company.

Ensure collection.

Meet DSO targets.

REQUIREMENTS

Proven experience in Infrastructure managed services sales is a must.

Proven experience of managing a team and enabling them to succeed and exceeding sales targets.

Collaborative lateral lead who could lead agile, cross- functional departments teams to win deals.

Account Penetration Specialist. Break into Competition Accounts as well.

Account Management Expertise with revenue/ profits stream expansion through up-selling & cross-selling.

Strong Personal Network with CIO/CTO/CEOs.

Developing a high-performance sales team.

Cross Functional Alignment Skills.

Proficient in the use of CRM or any related tool.

Ability to strategize and solve problems.

Strong leadership and organizational skills.

High order of communications skills, and high degree of self-discipline.

Desired Competencies

Takes full professional responsibility as a functional manager specialist and is held fully accountable for all decisions taken.

Is able to perform work which is mainly non-routine and includes strategic decision making and/or the large-scale deployment of methods, processes and tools.

Entrepreneurial DNA, Problem solving, Analytical skills.

Demonstrates extensive knowledge of the own specific area and its use or exploitation in the organization.

Tolerance to ambiguity and openness to change.

MEASURED BY

Target Revenue.

Customer Satisfaction (C-Sat) - (Customer lifetime Value).

Brand and positioning in the customers mind.

Gross Margin of deals won.

QUALIFICATIONS AND EDUCATION

Degree in engineering / computer science with a MBA in Sales & Marketing.

20+ Years of experience in Sales.