Arbetsbeskrivning

Role and responsibilities:

The role/position is a key sales leadership role for LTIMindtree growth in the geography. The candidate will be responsible for driving sales growth by leading end-to-end sales cycle across all stages from initial communication through contract negotiation & closure. The expected activities include initial prospecting, communication, presentations, RFI/P end-to-end response, solution strategy, contracting, pricing, negotiations, and closure. To drive sales growth, the candidate is expected to develop connects and CXO level relationships.

• Responsible for end-to-end sales cycle spanning initial prospecting, communication, presentations, RFI/P end-to-end response, solution strategy, contracting, pricing, negotiations, and closure
• Customer Relationship Management: Act as a focal point of contact for customers
• Lead and manage business development strategy in the geography for CIS.
• Drive focus on revenue growth, account retention and customer satisfaction.
• Develop, manage, and leverage relationships in existing clients and accounts.
• Develop customer connects and CXO level relationships for new accounts
• Strategic and consultative selling
• Develop partnerships and necessary ecosystem to grow the portfolio
• Ability to rollup the sleeves to work with Customer, Partners and internal teams to bring the customer vision to a winning solution
• Collaborate with customers in understanding business objective, work with various teams in orchestrating objective into solution response.
• Ensure alignment of systems with business objectives, lead strategic decision-making for IT transformation initiatives.
• Ability to design & architect IT solutions alongside customer teams
• Conduct requirement gathering analysis and workshops, develop pre-sales solutions and perform technical assessments.
• Provide technical leadership along with strong negotiation skills in multi-party environment.
• Work with internal delivery & practice teams to develop capabilities.

Essential:

• Must have 15+ years of experience working in Tier-1 GSI’s
• Have experience & expertise in Cloud, Infrastructure, End User Computing, Cyber Security transformations, migrations and business transformation programs.
• Experience working with global teams and ability to drive the required customer outcome

Key KRAs

• Revenue growth in assigned portfolio each fiscal year.
• Total contract value booking in assigned portfolio each fiscal year.
• Maintaining profitability target in the assigned portfolio.
• New logo acquisitions in growth portfolio each fiscal year.
• Contribute to three (3) thought leadership publications / speaker sessions each fiscal year.

Some Key attributes:

• Lead and manage business development strategy in the geography for CIS
• Responsibility for end-to-end sales cycle spanning initial prospecting, communication, presentations, RFI/P end-to-end response, solution strategy, contracting, pricing, negotiations, and closure
• Customer Relationship Management: Act as a focal point of contact for customers
• Strategic and consultative selling
• Ability to rollup the sleeves to work with Customer, Partners and internal teams to bring the customer vision to a winning solution
• Collaborate with customers in understanding business objective, work with various teams in orchestrating objective into solution response.
• Ensure alignment of systems with business objectives, lead strategic decision-making for IT transformation initiatives.
• Ability to design & architect IT solutions alongside customer teamsConduct requirement gathering analysis and workshops, develop pre-sales solutions and perform technical assessments.
• Provide technical leadership along with strong negotiation skills in multi-party environment.
• Monitor and manage timelines, deliverables and stakeholder communication.

Other specific attributes

• Have a Point of View (POV) on the future for each service area in CIS.
• Ability to think through logically and build an approach to solve specific needs.
• Positive energy through optimistic conversations
• Demonstrate understanding of industry and impact of our services.
• Financial acumen for various deal constructs.

Sales Ability/Competencies/Knowledge

• Proven track record of consistently growing revenues YoY.
• Key connects in designated accounts.
• Played a similar role in a similar or larger IT Services firm.
• Understanding the broader business context in which clients operate.

Domain/Industry Expertise (Must have industry experience)

• Priority for candidates who understand the Banking and Financial industry.
• Open to candidates from other industries as long as they demonstrate deep understanding of Cloud and Infrastructure Services.

Technology Understanding/ Appreciation

• Cloud (IaaS and PaaS) – Strategy, Migration and Operations
• Private and Hybrid cloud setup and operations
• End User Services including Digital workplace and Service Desk
• Software Defined Infra Operations

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