Enterprise Sales Manager / Senior Sales Manager (AM/Channel/BD – Hunting& Farming)

It is responsible to achieve the Enterprise Business Target of assigned Region/Vertical (Lead Generation, Business Development (Direct & Channels), Deal closure/Booking, Billing, Collections, Upgrading, Cross-Selling).

What the Role needs to Achieve

• Achieve Quarterly Sales Booking, Billing & Collection Target
• Collections to happen as per Payment Terms agreed in contract/ agreement pre-approved.
• Quarterly TCV Order Booking of all Quarters as per assigned Target.
• Quarter on Quarter Customer Retention & Revenue Retention of 95% and above.
• BU & Product focused as per priorities and strategy of the company and region.
• Develop & implement a “Channel First” DNA, Culture & Business Model across the Sales Organization. Thoroughly follow the distributor, Channel, and growth partner policy.
• >50% Business should be from Channel Partners.
• Weekly Fortnightly measure of Distributor & CP KPIs, Funnel, overall Performance Management.
• Timely dispute Resolution of CP issues.
• Timely Payout of Distributor & CP commissions, invoices.
• Quarterly CRM Funnel of 5X as per Quarterly Targets.
• Meet existing client decision makers, execution person, and influencer at least twice every month.
• Meet Procurement of Existing client, prospects at least twice every month.
• Meet 3 new personnel in existing clients and prospects every month.
• Maintain regular email communication with clients and prospects for sharing ESDS corporate presentations, our offerings collaterals, newsletters, email campaigns, other client testimonials, proposals maintain written communication & documentation.
• Continuously look for Upgrade, upsell, and renewal opportunities with existing clients.
• Tracking & Measuring Daily call/ meeting/ activity of team members.
• Continuously get references of prospects from existing clients.
• Weekly Review of Qualified Sales Funnel.
• Weekly Review of Sales Activity (Lead Generation, Client Meetings & Touchpoints).
• Weekly Collections Review.
• Weekly Projects Review.
• Next Quarter Business Planning & Last Quarter performance Impact assessment session.
• Building, sustaining & Developing Exuberant relationships with Prospects, Customers, and Partners.

ROLES AND RESPONSIBILITIES

• To cover the identified large and medium regional prospective accounts in its territory and build CXO and Functional head level relationship.
• Work closely with regional account management, channel and alliance and product teams and help them gain larger mind share of client by interfacing at different functional as well as management level in large and medium telecom accounts.
• Regular customer meetings within your region along with direct and indirect sales teams to ensure a robust funnel for opportunities in telecom sector.
• Engage Top Management of ESDS in Large Accounts at CXO level to build greater equity with the prospective client.
• Meet Individual Quarterly and Annually defined targets for relevant line of business of ESDS from Enterprise Accounts.
• Actively participate in discussing, probing and evaluating needs with clients and work upon preparation and submission of proposal, do sales negotiation and closer of order, processing PO in system of ESDS in collaboration with ESDS sales team.
• Present to and consult with mid and senior level management on business and current and upcoming technology trends such as SOC & Security etc.., which will disrupt the industry and enable new business models and add value, with a view to developing new services, products and alliances with different OEMs/ partners.
• Identify opportunities for campaigns, services, and make alliance with SIs Partner, consultants that will lead to successful Win.
• Using knowledge of the market and competitors, identify and develop the company’s unique selling propositions and differentiators for prospective clients.

ESSENTIAL KNOWLEDGE AND SKILLS REQUIRED

• Should have Strong B2B Enterprise Customers connect & processes understanding.
• Should have strong connected to partner ecosystem of DC/Cloud/Manage Services/Security products, solutions and services.
• Should be a performer with minimum 80% quota achievement in her/ his current role/ assignment.
• Must have strong, good working relationship with Decision Makers/Sr. Mgt./ CXOs/IT Consultants in top accounts in respective region.
• Excellent communication and interpersonal skills with ability to present Solutions to Senior Management /CXOs of Enterprise Accounts.
• Should be problem solver and critical thinker.
• Expected to know the various initiatives and market trends in technology adoption in telecom sector for various transformational objectives.
• Must possess skill for identifying Customer Needs and Challenges and must have worked with OEMs/Vendors/Partners/ IT Consultants in Enterprise Accounts.
• Should have demonstrated the ability to hunt and acquire large and medium accounts in the current or past assignments with minimum 80% achievement of quota.

EDUCATIONAL QUALIFICATIONS

• Graduate, B.E/B. Tech (Preferable)
• MBA in Sales / Marketing preferred.

EXPERIENCE

• Must have been working in the respective region since last 5-8 years in sales to top Large / Medium size enterprise accounts & partners.
• Must have consultative selling experience of business solutions.