Client Engagement Manager
Reports to : GM Sales
Location : Delhi/Mumbai
Background of the Role:
* Looking at client engagements to be long term through the IT outsource services model.
* Win-ability of the deals is high if the sales pitch is TOS(Total Outsourcing Solutions) centric. (90% win record).
* TOS deals are long drawn but highly profitable deals for the organization .
* For the TOS deals – the go to market structure will be customer solution centric rather than organization – division centric.
* There is complete buy in and visibility of this team and role with top management
Key Responsibilities:
* Identify the opportunities in the business area
* Outsourcing - Concept selling/Presentation to customers
* Transforms the business value to the customer.
* Formulates a commercially viable business case, guides the proposal, get the deal qualified as an opportunity and drives the deal to closing.
* As the ultimate owner of all the deal pursuit processes, guides a diverse, multi-disciplinary team
* Guides the development of solutions within the structure of a coherent business case with the help of solution architects and leads the presentation of the business case to the customer.
* Presents action plans to senior management and secures, coordinates the development of business strategies, and aligns corporate interests with resource expenditures in pursuit of highly profitable TOS deals.
* Working closely with the account team, leads the TOS deal team in interactions with the highest-level customer executives and manages relationships with the customer's corporate officers.
* Transfers leadership of the TOS deal to the Program Management Office upon contract signing.
Job Specifications:
* More than 5 - 8 years experience in the IT Outsourcing business plus degree in Computer Science, Information Technology, Business administration or Electronic Engineering (or equivalent combination of education and experience).
* Experience managing large and complex (>$10M) customer engagements.
* Extensive knowledge of the IT outsourcing market.
* Outstanding communication and negotiation skills across all levels of management (customer and in-house)
* Ability to work effectively in diverse, foreign and multi-cultural environments.
* Ability to cope with peak workloads, short deadlines, and significant pressure.
* Experience developing new account opportunities including deal analysis and structuring.
* In-depth experience in field business development, sales or customer management.
* Acknowledged leadership and motivational skills in large, cross-cultural teams.
Package : Best in the Industry
Please do reply to
pooja@adastraconsultants.com-011-46028921(D)
