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    • Sales Manager - Hyderabad - Black Box

    Black Box
    Black Box Hyderabad

    6 days ago

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    contract
    Description

    Sales and Business Development Role

    Job Description

    • We are looking for a highly experienced sales professional to onboarding new logos and manage a healthy net new sales pipeline.
    • The primary client-facing representative will own, drive the continuity, and profitability of net new revenues.

    Key Responsibilities

    • Lead generation and onboarding new logos
    • Collaborate with vertical leaders and practitioner sales teams to identify services and offerings that meet client requirements.
    • Learn, know, and bring the best of Black Box to customers (offerings, use cases, etc.).
    • Define overall pursuit strategy incorporating feedback from past customer experience; develop client proposal and pricing along with bid manager and solution architects.
    • Generate leads through secondary research and pursue leads identified by marketing teams and leaders.

    Drive Leads to Closure

    • Own actual negotiation, coordinate inputs/participation from different stakeholders.
    • Develop negotiation strategy & negotiate contract/agreement; oversee bid manager in drafting SoW for contract; participate in win/loss review.
    • Collate and communicate learnings from pitches, proposals, customer feedback to sales team.

    Account Handover

    • Identify customer needs and facilitate account setup to commence delivery operations along with Client Delivery Lead/Delivery Manager.
    • Create robust transition plan for account handover to Vertical AM.

    Delivery Excellence

    • Coordinate with delivery team to ensure high quality delivery – conduct joint discussions for implementation, delivery, and contractual obligations.
    • Own cost metrics for an account - with inputs from Client Delivery Managers of individual projects.
    • Identify margin improvement initiatives and coordinate with delivery managers/PMS to execute and implement these initiatives.

    Key Interfaces

    • Collaborate with bid manager/proposal team for proposal writing.
    • Collaborate with practitioner sales to identify services/offering/value proposition to take to customer based on client requirement & with bid manager to draft RFI response.
    • Work with sales ops team to create a repository of leads, clients, buying offices, reason for drop-outs etc.
    • Orchestrate account performance reviews, status update, timeline adherence, SLA adherence etc. along with Client Delivery Manager.

    Key Metrics

    KPIs:

    • Revenue
    • Order book
    • % gross margin delivered
    • Pipeline size
    • New logos won (# of logos, INR)
    • Client satisfaction (CSAT)

    KRAs:

    • As-sold margins
    • Number of new deals: Win rate/close rate
    • Lead mortality rate
    • % Variance in forecasted Vs. actual rev.
    • % Variance in forecasted Vs. actual GM
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