Manager Sales - Solution Selling Business Development

Responsibilities :

- Meet with existing clients to discuss company's products and services.

- Initiate new opportunities across new target accounts

- Presents information regarding leads, clients and sales at company meetings.

- Provide input to Digital team for any new capabilities to be build based on customer

- Regularly attends industry conferences to expand insights and opportunities for the team.

- Customer relationship management .

This includes :

- Upselling or cross-selling and renewal sales

- Analyzing and understanding the business requirements and objectives associated with a clients vision and roadmap

- Formally eliciting these requirements and detailing them,

- Working with internal in Scoping these potential projects (including sizing and costing potential projects

- Submitting proposals to the customer

- Monitoring the client's budget, explaining costs, and negotiating new terms if necessary

- Lead all aspects of client selling: prospecting, consultation, building strategic proposals, relationship management, closing and transition, of new logo deals

- Ability to lead multiple customer sales cycles and close effectively (i.e., BDM is an advisor, not a sales order taker)

- Work closely with the other function to establish successful support, channel, and partner programs

- Manage key customer relationships and participate in closing strategic opportunities

- Builds effective relationships with internal/external stakeholders to ensure alignment between stakeholders

- Meet with customers regularly to identify/manage customer's needs and expectations

- Travel for in-person meetings as required with customers and partners and to develop key relationships

Must Have Skills :

- 10 year experience in Business development

- Proven experience with engaging enterprise business leaders, building customer relationships and influencing senior executives

- Experience in selling consultative services in the digital space is a huge plus!

- Understanding of SDLC process

- Demonstrated ability to engage senior client leadership for at least 15-20 minutes.

- Capability to understand the client business and connect the same with technical/LOB solutions at first level. Facilitate deeper engagement with pre sales and technical folks.

- Demonstrable strong client relationships at least at the level of IT Head, Infra Head or Application Head.

- Understanding of SDLC process

- Excellent oral and written communication skills

- Strong interpersonal and negotiating skills

- Strong organizational, computer and time management skill. Should have good exposure of government projects

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