Work from Office
Full Time
Role Proficiency:
Independently manage business proposals end-to-end working closely with Client Partners Delivery Leaders and Services for very large deals which requires complex response management and for which new and complex technical solutions are required.
Outcomes:
Measures of Outcomes:
Outputs Expected:
Bid Management:
Proposal Writing:
Quality:
Stakeholder Management:
Teamwork:
Skill Examples:
Knowledge Examples:
- A passion for technology sales, delivery and learning about the application of technology to solve business problems. - Drive UST growth through exceptional sales & delivery planning and execution. - Collaborate closely with regional Microsoft Business Applications Sales Teams i.e., Account Managers, Solution Sellers (SSP) and Partner Development teams. - Represent UST at the executive level within this leading global account, across multiple geographies, nurturing critical relationships. - Define the sales strategy, GTM approach and sales operating model for India & APAC region. - Enrich existing relationships with key buyers and decision-makers at existing clients and drive cross-sell and upsell opportunities. - Establish relationships with new/prospective customers to showcase UST's capabilities and generate new pipeline. - Interact with CXO levels to influence and negotiate on new opportunities, deal pricing and opportunity closures. - Provide strategic thought leadership to drive competitive differentiation, service line expansion, geography expansion. - Partner with Global Sales Organization to support growth in net new accounts & partner with existing delivery teams to drive growth in existing accounts. - Establish deal qualification criteria, win themes/strategy, and bid approach. - Work with global teams to drive solutioning and bid-response. - Manage the opportunity from pursuit to closure, own end to end bid response, lead the bid defence discussion with customers and drive solution demonstrations. - Effectively engage with Microsoft leadership and field teams in region to strengthen partnership, develop a joint business plan, GTM plan and collaborate to generating pipeline and close deals. - Collaborate with delivery teams to verify the proposed solution, implementation approach, estimates, timelines, and delivery methodologies and transition the opportunity to the delivery team. - Cultivate client references and drive client agreement for press releases, use of references, joint presentations at marquee events etc. - Drive internal reviews with Sales and Geo Leaders in India & APAC. - Drive marketing strategy and plan for sales campaigns and co-ordinate with internal marketing teams and delivery teams to ensure effective execution. - Provide accurate sales forecast on a monthly basis. - Enhance service offerings for the region as per client demands. - Identify solutions to be developed based on latest market and customer trends and opportunity whitespaces. - Work with pre-sales and solution engineering teams to develop offerings and build solutions. - Publish thought leadership articles in internal and external channels. - Augment the sales team as needed and manage other sales team members across the globe.
Sales,Corporate Sales,Technical Sales
UST
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