Sales Manager

Desired Experience

• 5-10 years of progressive IT professional services sales experience.
• Strong experience in Embedded Hardware & Software services and solution selling in Automotive Electronics, Industrial Automation, Medical Electronics, Defense electronics, IOT & IIOT
• A history of overachievement of sales targets.
• Background in Delivery/Pre-Sales.
• Understanding of Global Delivery Model (Onshore/Nearshore/Offshore).
• Must be well-networked with senior leaders (Directors, VPs, and CXOs) of leading organizations.

Responsibilities

• Establish & direct engineering team supporting pursuits/quotes within Embedded Electronics and Software Product Line
• Coordinate technical deliverables to support quote timeline
• Drive review of all cross functional domains like Mechanical, Optical HW & SW requirements through engineering team.
• Ensure all assumptions & exceptions are captured and compliance sheets are developed for high level items
• Identify new prospect customers and establish connect.
• Drive the entire sales cycle from initial customer engagement to closed sale.
• Drive & target a pipeline within their respective region.
• Prospect for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking via various means.
• Engage through consultative sales by discussing with prospects about business challenges and requirements, as well as the range of options and cost benefits of each.
• Maintain a high level of domain knowledge in order to have meaningful conversations with the prospects.
• Bring in their relevant connects and network.
• Develop and maintain key account plans for the region that identify opportunities for company to deliver value, main stakeholders and forecasted sales.
• Report on sales activity to the head of business development on a weekly basis.
• Provide forecasts on high/medium/low probability pipeline.
• Work with delivery teams to proactively address problems and hence develop solutions.
• Work with marketing to plan and execute lead generation campaigns.
• Provide feedback to sales management on ways to decrease the sales cycle, enhance sales, and improve company brand and reputation
• Provide feedback to head business development/ED/Partner on market trends, competitive
• threats, unmet needs, and opportunities to deliver greater value to customers by extending company offerings
• Identify sales support requirements and work with marketing to develop improve sales tools
• Be a positive representative of the company and its brand in the marketplace
• Conduct all sales activities with the highest degree of professionalism and integrity

Behavioral Competencies:

• Excellent verbal and written communication in the English language.
• Innovative Opportunity Sensing and driving innovation.
• Strategic Thinking – Envisioning future, creativity and systems thinking.
• Passion for innovation – Out of box thinking
• Emotional connect, - ownership & accountability and drive for results.
• Willing to travel on need basis, as and when required.
• Highly motivated, analytical, self-believer, focusing on core knowledge & innovative thinking.