US Sales Specialist

Job Description

Key Result Areas: Responsible for fulfilling Order Booking and Revenue Budgets for a specific region covering a group of Business (LOB) Responsible for successfully driving large pursuits (> $2 Mn in Size) that will result in multi-year annuity business Job Description Responsible for engaging the sales team for generating pipelines in the specified region through connects to address current fiscal and next fiscal pipeline needs in concert with LOB-s Work with AM-s in existing accounts to present best practices/ case studies from other engagements to ensure participation in planned RFP-s and enter other planned opportunities where we do not have a presence Support Event participation along with Principals to generate new net demand and Market positioning. Work closely with the Marketing team in this initiative Manage the entire RFI/ RFP Pursuit Lifecycle across the following: Coordinating Bid Strategy discussions with Operations Team and Global Business Head Constitute response team within/across LOB-s (as required) and assign appropriate R&R for the entire pursuit lifecycle Manage client communication in building solution proposal Construct messaging (including executive/value proposition)/response structure and coordinate response development Develop financial models in coordination with Client Acquisition and Delivery team Review of legal and other financial terms in coordination with Head of Sales Coordinate defense/ orals preparation in coordination with Pre-sales/Delivery team Assist in negotiating terms, commercials through MSA/associated discussions Coordinate with Sales Team/AM on CRM entry validation/cleanup Qualification: Essential: Graduate Preferred: MBA Sales & Marketing and any other professional qualification Experience: Has overall experience of 20+ years including at least 12+ years in IT Service industry Has at least 3 years of experience of being in similar role for the Region wherein an individual can contribute through his experience in the same market Has worked in the related market extensively in the previous role by being physically present in the USA for Prospect and Customer interactions Need to have a B1/B2 USA visa which is valid Has achieved proficiency in the Task of Managing Business including P&L in IT industry and have worked previously in the region where the role is being assigned Behavioral aspects: Has proven people management skills with in-depth knowledge of own organization-s policy framework, management structures and reporting procedures for all aspects of the IT Services environment and related activities (sales & marketing) Shows evidence of good analytical ability and attention to detail with strong commercial skills. Has good knowledge of a wide area of information systems concepts and practice, both within and beyond own organization, including all stages of systems development. Knowledge of methods and techniques for preparing and presenting business cases, invitations to tender and statements of requirements both orally and in writing. Should be extremely mobile and willing to travel to the assigned region based on business requirement. Show more Show less