Role Description
- Responsible for revenue growth and profitability for accounts in North India managed across verticals, responsible for evolution of account portfolio in line with market needs
- Leads AMs in executing the GTM strategy, and growing order book and revenues within their accounts
- Responsible for steering relationships with key clients across verticals, and expanding the number and strength of relationships that Black Box has within client accounts
- Responsible for profitability and operational excellence by ensuring Client Delivery Leads adhere to time and budget of sold project
Job Specifications & Requirements
- Over 15~20 years of expertise in closing deals in IT Services and Consulting, with a focus on services sales. Preferably from North India with substantial connects in the region.
- Demonstrated ability to consistently achieve high Total Contract Value (TCV) annually in quota-carrying roles.
- Proficient in leading the development of end-to-end solutions for successful sales across multi-offering transformations.
- Skilled in managing pre-sales and sales cycles, with a strong background in solutioning roles to secure business opportunities.
- Effective in highly collaborative and matrixed environments, or with experience in a Global Delivery Model, fostering teamwork and cross-functional efficiency.
- Established relationships with key technology partners, leveraging these connections to enhance client solutions.
- Brings industry-specific knowledge and experience in sectors such as Transportation, Retail, Military and defense, Manufacturing, Healthcare and, Broadcast offering tailored insights and solutions.
Key Responsibilities
Drive growth of accounts under purview as Sales Head
- Maintain relevant vertical and market knowledge of customers, and ensure Black Box has strong relationships within customer organizations
- Work with Practice Leaders to develop plan for achieving Practice targets and account allocation to account managers
- Enable and support AMs in execution of business strategy for the verticals
- Ensure a healthy pipeline of opportunities, in line with the revenue/order book target for accounts
Grow revenues from existing clients and forge long-term strategic relationships for profitable revenues
- Conceptualize and execute strong "win strategy" to grow the account portfolio
- Develop pricing and negotiation strategy for deals & negotiate contracts; participate in win/loss review
Drive customer satisfaction, set-up processes and agenda with Delivery Head for driving operational excellence
- Drive longer term vision / roadmap for various accounts and improving profitability through operational excellence
- Establish robust account governance mechanism through periodic reviews and check-ins with key clients
- Assist Account Mangers in refining account strategy, priority offerings & define process/policies for client escalations
- Track CSAT for portfolio of accounts. Rollout initiatives in collaboration with Account Managers, Business Development Managers to improve CSAT
Monitor gross margins of existing business and generate profitable growth
- Orchestrate margin improvement with Internal stakeholders through diligent tracking on key cost metrics and strategic initiatives rollout
- Collaborate with Client Delivery Leads to track delivered margins throughout project delivery
- Leverage delivery and finance teams for identifying areas of improvement in delivered margins
Key Interfaces
- Collaborate with AMs to identify & pursue growth opportunities in accounts
- Work with talent acquisition on recruitment & performance of salesforce
- Collaborate with Product/Offering Managers to identify right solution / offering for verticals customers
- Work with HR Business Partners on performance review for Client Delivery Leads
- Coordinate with Legal, Finance & Sales Ops Head to manage Bid/ No-bid policies & processes
Key Metrics
KPIs
- Revenue
- Order book
- % gross margin delivered
- Client satisfaction (CSAT)
- No. of large deals
KRAs
- As-sold gross margins
- Win rate / close rate
- Account mortality rate
- % Variance in forecasted vs. actual rev.
- % Variance in forecasted vs. actual GM
- Cost overruns-Negative margin accounts (#, Revenue, Gross Margin)
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