Sales Manager - IT & GSIs

About Us

Exotel is a leading provider of AI transformation to enterprises for customer engagement and experience. With over 20 billion annual conversations across Omni channel, voice, agents and bots, Exotel is trusted by more than 7000 clients worldwide, spanning industries such as BFSI, Logistics, Consumer Durables, E-commerce, Healthcare and Education.

Customer expectations are evolving and businesses face the challenge of balancing the need for increased revenue, optimized costs, and exceptional customer experience (CX). Exotel steps forward as your transformative partner, offering an AI-powered communication solution to address all three!

Position Overview:

The Account Director for the IT Services & GSI industry will be responsible for understanding and engaging with targeted companies in the IT Services industry from the likes of Accenture, Infosys, Wipro , TCS etc should be your clients in the past and driving business growth through effective account management. This role requires a deep understanding of industry trends, and business functions, and the ability to articulate the value proposition of Exotel solutions tailored to each client's needs.

Key Responsibilities and Activities (KRAs):

Industry Expertise:

• Gain a comprehensive understanding of targeted industries including market trends, key success factors, and strategic levers.
• Stay updated on industry developments, growth vectors, and key influencers.
• Identify and analyze business functions within target industries, focusing on customer-facing teams across the lifecycle.

Solutioning and Consultative Skills:

• Conduct large account discovery processes to identify business problems and align them with industry-specific challenges.
• Demonstrate a deep understanding of technologies relevant to software/SaaS, customer technology environments, and managed services.
• Articulate how Exotel solutions align with and enhance the technology landscape within targeted industries.

Account Management:

• Utilize prospecting skills to identify and qualify leads, building a comprehensive understanding through historical and market insights.
• Map customer organizations across various functions, engaging with key stakeholders and aligning Exotel offerings with their professional priorities and KPIs.
• Work closely with the Customer Success leadership and team to drive forward customer business goals, and experience and build Exotel revenues.
• Navigate business priorities, organizational processes, and evaluation criteria to drive successful outcomes.

Business Approach:

• Manage revenue and commercial cycles, balancing immediate revenues with long-term goals such as order bookings, while achieving the targets defined for various KPIs.
• Understand business commercials and employ value/outcome-based approaches in deal structuring, including negotiations and contracts as needed.
• Utilize data-driven decision-making coupled with instincts to navigate ambiguity and complexity.

Stakeholder Management:

• Build and maintain industry-level connections, including engaging with CXOs through effective communication and value-driven interactions.
• Collaborate with internal stakeholders to drive business objectives, demonstrating resilience and problem-solving skills.

Key Performance Indicators (KPIs):

Industry Engagement:

• Depth of understanding demonstrated through industry trends analysis and strategic insights.
• Number of successful engagements with targeted industry stakeholders.

Solution Alignment:

• Ability to align Exotel solutions with industry-specific challenges and technology landscapes.
• The number of successful solution implementations or adaptations within targeted industries.

Account Growth:

• Number and value of qualified leads generated.
• Revenue growth from existing and new accounts within targeted industries.

Stakeholder Satisfaction:

• Customer satisfaction scores are based on feedback and relationship management.
• Internal stakeholder feedback on collaboration and effectiveness.

Business Success:

• Meeting the revenue and gross profit targets, as defined for the year.
• Aligning the leading indicators along with the various cross-functional KPIs to achieve his / her business success.

Qualifications and Skills:

• Bachelor's degree in Engineering and Master's Degree in Business Management, or related field (Master's degree preferred).
• Proven experience of 8-15 years in account management or business development, preferably in the software/SaaS industry.
• Strong analytical and problem-solving skills with a focus on driving results.
• Excellent communication and negotiation skills with the ability to engage with stakeholders at all levels.
• Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities.
• Proficiency in data analysis tools and CRM software.
• Resilience and persistence in pursuing business objectives.
• Experience in dealing with IT Service companies, BPOs, GSI etc would be preferred.
• Previous experience in a role managing partnerships can be a plus.

What are we looking for?

a) link technology to business problems

b) understand customer deployments

c) articulate Exotel value to technology stakeholders within the customer

d) do demos, as needed.

5. Business and Commercial: Being able to structure large complex deals (commercially, legally, etc) and create a win-win for Exotel and the customer.

6. Personality: Gravitas, communications skills, adapting to customer stakeholder persona.