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    • Sales Manager - Chennai - Black Box

    Black Box
    Black Box Chennai

    2 days ago

    Default job background
    Full time
    Description

    Job Summary

    We are seeking a seasoned sales professional to lead the onboarding of new logos and manage a healthy Net New (NN) sales pipeline for accounts, driving growth in sizeable revenues.

    Key Responsibilities

    • Lead generation and onboarding of new logos
    • Collaborate with Vertical Leaders, Practitioner Sales, and Client Delivery Leads to identify services and value propositions tailored to client requirements
    • Learn, know, and bring the best of Black Box to customers, offering optimal solutions and use cases
    • Define overall pursuit strategy, develop client proposals, and price agreements alongside Bid Managers and Solution Architects
    • Generate leads through secondary research and pursue those identified by marketing teams and leaders
    • Negotiate contracts and agreements, coordinating inputs from various stakeholders
    • Collate and communicate learnings from pitches, proposals, and customer feedback to the Sales team
    • Oversee account handover to Vertical Account Managers
    • Identify customer needs and facilitate account setup for delivery operations, working with Client Delivery Leads and Delivery Managers
    • Create robust transition plans for account handovers to Vertical AMs
    • Coordinate delivery and operational excellence for accounts, including financial planning and tracking
    • Owning cost metrics for accounts, with inputs from Client Delivery Managers of individual projects
    • Identify margin improvement initiatives and coordinate their execution with Delivery Managers and Project Managers

    Key Interfaces

    • Collaborate with Bid Managers and proposal teams for proposal writing
    • Work with Practitioner Sales to identify services and value propositions for clients
    • Collaborate with Sales Operations to create lead repositories and track client interactions

    Key Metrics

    • KPIs: Revenue, Order Book Percentage Gross Margin Delivered, Pipeline Size, New Logos Won, Client Satisfaction, As-Sold Margins, Number of New Deals, Win Rate/Close Rate, Lead Mortality Rate, Variance in Forecasted vs. Actual Revenue, Variance in Forecasted vs. Actual GM
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