Head of Practice Management - BFS

As a Sales Strategy & Sales Excellence Manager at Incedo, reporting to the Head of Sales Strategy & Sales Excellence in Gurgaon, your role is crucial for the growth of the firm. You will be involved in performing sales strategy & transformation, detailed account planning, defining market whitespaces, developing service offerings, responding to RFPs, and managing various business units to align with strategic agendas and go-to-market strategies. Key Responsibilities: - Account Planning: - Understand the strategic priorities of existing clients" lines of business and their spending. - Map relevant priorities to target buyers with Incedo's propositions. - Develop detailed account relationship maps and align with Incedo Client Service Teams. - Develop Propositions for Go-to-Market: - Develop offerings and services/products approach to win in the market. - Understand the market through research and map propositions by competitors. - Help develop solutions during the sales process shaping stage. - Drive Proactive Business Development: - Partner with BU/Horizontal Heads for new business. - Identify opportunities based on account planning and propositions. - Drive sales activities towards solutioning stage and deal shaping. - Own Proposal and Pitch Development: - Storyboard and write proposals/responses. - Collaborate with teams for complex pursuits. - Support account management in developing proactive proposals. - Own the quality of client proposals. - Manage Practice: - Define focus areas for GTM and execution. - Understand commercial aspects of IT services model. - Drive internal initiatives to enhance value proposition. - Co-Own the CRM: - Ensure CRM is updated with the latest information. - Use CRM for sales discussions and revenue forecasting. - People Management: - Manage and oversee presales consultants" activities. - Coach team for effective client responses. Primary Skills: - Exceptional problem-solving skills. - Outstanding written & oral communication. - Fact-based analysis. - Stakeholder management. - Program management. Desired Behaviors: - Deal with ambiguous situations effectively. - Clearly articulate team's thinking. - Proactive and self-starter. - Collaborative and a team player. Desired Experience: - Post-MBA experience in a similar role at a mid-sized IT firm. - Proven people management record. - Prior experience in technology and US markets. - Total experience range of 11-15 years.,