S

Sales Leader

Singapore Singapore

a year ago


Years of Experience

12 - 20 years

Workplace Type

Hybrid

Seniority Type

Director

Industry

Information Technology & Services


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Skills

Sales ManagementAccount ManagementBusiness DevelopmentMarket DevelopmentClient ManagementAccount Planning

Contact our TA to know more about the job

Riya Warik

Talent Advocate at WhiteCrow


Description

About our client

Our Client operates in the Information Technology Services and Information Technology Consulting Industry, with its headquarters rooted strongly in Singapore. It has its branches spread to more than 50 countries, providing employment to more than 2,40,000 people all over the world. Their core business is assisting clients in their Information Technology Management in technology operations, infrastructure and application. They believe in making their share of contribution to the Digital Transformation of the world.

Job description

Responsibilities:


  • Leadership – Evolves a comprehensive digital sales and GTM strategy for accounts and making it the cornerstone of client conversations and engagements
  • Business Planning – Region level – Aggregate revenue/margin numbers from reporting Business Development Managers/Sales Managers , compare against the aspirational target of the region and provide realistic revenue/margin numbers from new business.
  • Sales Planning & Review – Create and review sales plan with sales team and Regiona head and HBU partners. Create sales pipeline and Target Account list (TAL)
  • New Opportunities – Builds on relationships, references, industry influencers and analysts to connect with senior leaders in prospect organization. Leads negotiation for large, complex, strategic and transformation deals.
  • Customer prospecting – Sales plan appropriately addresses prospecting and ead generation through reviews of pipelines and necessary follow-ups
  • Proposal Negotiations and closure – Provide executive presence when meeting with prospects and rope in senior management if necessary
  • Contracting and MSA – Identify MSA accounts and help his team of Business Development Managers create positioning for as a strategic partner. She will negotiate MSA TERMS and conditions to create a long-term relationship with the prospect.
  • Account Planning and Review – Review Account plan and execution of the account plan to ensure planned growth for the region (in terms of revenue, margin, utilization, etc)
  • Account Mining – Ensure internal support for Sales Managers/Business Development Managers (navigating with services lines), review their work plan and ensure growth of the account by positioning strategically and a s a trusted partner.
  • Account Operations – Follow up with Sales Managers/ Business Development Managers in case of internal escalations to minimize revenue leakage for services delivered and enhance client satisfaction. S/he will schedule “top 10 opportunity” pipeline and account reviews with region head on a periodic basis.
  • Relationship Management – Support the Sales Managers/Business development Managers in getting internal buy-in and providing the required guidance.
  • Merger and Acquisition – Provide inputs to the organization on target/suspect M&A candidates thereby contributing to the growth of a geography
  • People Management – Identify and recruit Business Development Managers/ Sales Managers as necessary to help get and build local market expertise in company.
  • Organization initiatives – Take part in org- level initiatives for the growth/success of the organization


Requirements:


  • Post graduate in management
  • 12 to 15 years of experience in services industry, preferably experienced in handling revenue generation and account management in FI, telecom, banks

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Contact our TA to know more about the job

Riya Warik

Talent Advocate at WhiteCrow


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