Function - Infrastructure
Responsible for Business Development/Sales/Opening new accounts for achieving assigned Services business targets for the territory/accounts/vertical. Operating as a single point of contact for any matters specific to your customers.
Key Job Functions :
Responsible for Minimum 15Crs Services Order Book & 5Crs Services Revenue
Key Account Management and Opening new accounts and generating a healthy funnel in line with the Services business targets assigned for territory/accounts/vertical
Forecasting and achieving monthly/quarterly business targets by offering IT services to enterprise customer
Soliciting business for IT Infrastructure Managed Services, Data Centre Management Services, Cloud Management Services, End User Management Services, Network Management Services, Remote Infrastructure Management Services, NOC & SOC Services, Security Device Management Services, Identity& Access Management Services, Cloud & Hosting Services, Annual Maintenance Contracts (AMC / Device Uptime Services), Facility Management Services (FMS), Tools and Services Automation Solution and Professional Services.
Generate New business & Acquire New Logos through existing contacts, connects & sources
Building and maintaining strong, long-lasting customer relationships with the customers.
Must have a good relationship with key customer stakeholders and executive sponsors in penetrating new accounts.
Negotiate business contracts and agreements to maximize profit.
Liaise between customers and cross-functional internal teams (Pre-sales, delivery, Finance, etc) and OEMs/partners to ensure the customer needs are met and to improve the overall customer experience.
Ability to understand the customer needs and their business requirement
Ability to understand customer pain points in IT services and suggest remedial measures which can create avenues for business services.
Timely response to all Requests for proposals & Information requests
Clearly communicate the progress of monthly/quarterly initiatives to internal and external stakeholders.
Forecast and track key account metrics (e.g. Monthly/quarterly sales results and annual forecasts)
Prepare & present reports on account and opportunity status.
Identify and grow opportunities within the territory by collaborating with pre-sales/delivery/OEM partners.
Assist the delivery team with high-severity requests or issue escalations as needed.
Required Skills & Experience:
BE / BSc / BCA in Electronics or Computer science with MBA or PGDM in Management with a minimum of 7-10 Years experience as an Account Manager/ Key Account Manager/Business Development Manager in sales from IT Industry and managed Key Accounts in BFSI, Manufacturing, Enterprises Accounts (LE and VLE), etc.
Minimum 3-4 years of IT Infrastructure Services Sales experience
Very good understanding of IT landscape (Server, Storage, Networking & Security).
Fair understanding of Service delivery methodologies and frameworks
Fair understanding of tools & services automation technologies
Knowledge of strategic, conceptual, and consultative selling
Flexibility and adaptability Proactive approach to customer engagement
Experience in engaging with business and IT functions in customer organizations
Experience in responding to large Services RFPs
Solid experience with using CRM software and MS Office (particularly MS Excel)
Understanding of opportunity management lifecycle
Required Personal Traits:
Excellent oral and written communication skills
Excellent listening, negotiation and presentation skills
Excellent interpersonal and relationship-building skills
Ability to work independently with little supervision
Knowledge in MS office (Excel, Word and Power Point)
Ability to manage own workload and set priorities.