Senior Manager - Sales - IT/Telecom

- The ideal candidate should possess both product sales and technical background that enables him or her to engage directly with the Customers. - He/she should also be a self-starter who is prepared to develop and execute against a territory coverage plan business objective. The role holder will be responsible for driving the Enterprise Segment. - The candidate shall focus on growth areas for Colocation Services and the candidate shall focus on identifying, analyzing, pursuing, and reporting business opportunities with existing and prospective clients. - The role holder also will continue to establish corporate relationships with key decision-makers across various organizational levels and lead interactions in a client-facing role in large and global Data Center pursuits. - He/ She shall be responsible for and have full ownership of the Data Centre line of business outsourcing financial modeling pursuits. - Manage the creation of proposals, presentations, and other client-facing materials with the pursuit team. - Experience with Enterprise clients. - Commercial Proposal writing experience for colocation / IT migration projects. - Experience in RFP and Bid Process Management. - The incumbent will work with specific project/engineering teams, operations teams, solution team while negotiating deals with customers and presenting deal recommendations to the company leadership. Key Responsibilities: - Develop and execute against a comprehensive account/territory plan to meet and exceed business objectives. - Meet/Exceed set business objectives - Quarterly and Yearly sales targets in the given territory / accounts. - Develop long-term strategic relationships with key accounts to ensure customer satisfaction and generate referenceable case studies. - Create & articulate compelling value propositions around company offerings - Possess the technical ability to explain (not implement) solutions - maintain an accurate forecast and various business reports - Manage the regional/account GTM sales life cycle - Create territory / segment account execution plan for achieving the quarterly and Annual targets - To execute sales development activities to achieve the quarterly and annual targets - To work along with solutions team to create optimized solution - To work with solutions and procurement to get the best price for given solution components from various Partners - To work with Finance team for creating tool for business case approval - To lead and facilitate the customer discussions to convince on value proposition and positioning of the services. - To lead and facilitate negotiation of the contract terms along with service description, SLA documentation to meet both client and company needs - Manage Revenue in the region - Facilitate Service Delivery team to get the timely delivery done - Facilitate billing and finance to get the revenue recognized month on month - manage the regional relationships with key technology alliance partners for sales GTM - work on quarterly GTM plan and track sales opportunities Skills/Exp: - BE+ M.B.A from good B School. - 10+ years of experience in the Technology business. - Proven experience as Account Manager or Key Account Manager of large accounts. - Proficient in MS Excel & PowerPoint - Exp in leading the sales effort/or business development around colocation, interconnect, edge. - A strong customer centric approach - Strong understanding of sales performance metrics - Understanding of Data Centre colocation business. - Excellent Communication skills (both written &verbal) - Good interpersonal skills - Strong analytical thinking ability - Strong negotiation skills with problem solving ability - Ability to network & build relationships - Willingness to travel (as and when required)