Job
Description
Role Overview: As an Assistant Director/Director in the Account Relationship & Development role at our leading international Consulting firm, you will be responsible for leading and driving business development and sales activities on focused target accounts while creating relationships and originating new opportunities. You will play a key role in preparing account, strategy, and execution plans, as well as managing portfolios of enterprise accounts. Your focus will be on increasing new business and accelerating the speed of capture time by thoroughly understanding the buying process. Key Responsibilities: - Lead and drive business development and sales activity on focused target accounts by creating relationships and originating new opportunities. - Prepare account, strategy, and execution plans, and refresh the account strategy based on market changes and white space analysis. - Deploy a clear and consistently applied sales management process to increase new business and accelerate the speed of capture time. - Spend 80% of your time engaged in sales and market-facing activities, mapping the decision-making cycle for each opportunity. - Assist with proposal development, focusing on the firm's value proposition, key differentiators, and win themes. - Own the preparation and presentation of comprehensive proposals aimed at pursuing new opportunities with existing clients. - Analyze various reports to assess business health, including pipeline coverage, forecast, and achievement vs. pipeline and booking goals. - Coordinate relationship building activities with appropriate partners, engagement managers, subject-matter professionals, and other team members. - Engage in Account Management activities including planning, client procurement, meeting follow-up, pipeline development, opportunity pursuit, contract negotiation, risk management, proposal development, and revenue attainment. - Demonstrate excellence in applying Market EDGE to qualify opportunities and gain insights from win/loss reviews. - Monitor market segment trends, industry issues, and competitive intelligence. - Drive the culture of the team to promote compliance with legal, regulatory, and internal risk management requirements. - Align Service Line and account-based initiatives with Market Segment Leaders and Global Client Service Partners. - Develop collaborative relationships with lead partners and their teams, and communicate priority solutions and relevant positioning strategies for their clients. - Monitor performance of sales enablement and execution through pipeline accuracy, pattern identification, and promotion of key wins to increase conversion rates. - Conduct win/loss debriefs and Assessment of Service Quality discussions across the region. Qualifications Required: - BE in IT or equivalent Additional Details: The company is a leading international Consulting firm specializing in technology consulting. You will be working in a fast-paced, demanding, deadline-driven environment where strong executive presence, relationship management and development skills are essential. Past experience in the Technology sector and an understanding of the sector landscape in India and globally will be advantageous. You should have excellent stakeholder and people management skills, be a good thinker with the ability to understand concepts, and possess effective networking and negotiation skills. Being sales-focused, target-oriented, and having an analytical bent of mind are key attributes for success in this role. Proficiency in MS Excel and Powerpoint is required to excel in this position. Role Overview: As an Assistant Director/Director in the Account Relationship & Development role at our leading international Consulting firm, you will be responsible for leading and driving business development and sales activities on focused target accounts while creating relationships and originating new opportunities. You will play a key role in preparing account, strategy, and execution plans, as well as managing portfolios of enterprise accounts. Your focus will be on increasing new business and accelerating the speed of capture time by thoroughly understanding the buying process. Key Responsibilities: - Lead and drive business development and sales activity on focused target accounts by creating relationships and originating new opportunities. - Prepare account, strategy, and execution plans, and refresh the account strategy based on market changes and white space analysis. - Deploy a clear and consistently applied sales management process to increase new business and accelerate the speed of capture time. - Spend 80% of your time engaged in sales and market-facing activities, mapping the decision-making cycle for each opportunity. - Assist with proposal development, focusing on the firm's value proposition, key differentiators, and win themes. - Own the preparation and presentation of comprehensive proposals aimed at pursuing new opportunities with existing
