Job ID :
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Internal Postings
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Type :
Duration :
6+ months
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Posted :
04 Jan 2018
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The Senior Sales Manager (SSM) will work closely with the Head of Sales and Engagement Management to create a focused market strategy. He will be pro-active in the sales activities to convert suspects into prospects. The SSM will be primary owner of the Opportunity Management Process (Prospect, Evaluate, Propose and Close) and manage new prospects and clients for the first 18 months of an account relationship.

What will you do?

The Senior Sales Manager has the following key responsibilities within the assigned account scope:
  • Work with pre-sales to craft suitable solutions and compelling proposals.
  • Showcase capabilities, value, relationships and governance in all interactions
  • Take go-to-market solutions to the target market
  • Develop customer sponsors, identify influencers and decision makers.
  • Position solutions in the context of a customer’s business objectives.
  • Map technology solutions to value levers and identify key operational metrics.
  • Pricing negotiations – support deal structure and pricing with business value analysis; evaluate competitors; negotiate prices for solutions and/or pilot projects.
  • Solution launch and delivery: align technical team and customer sponsors to ensure delivery is prioritized on early achievement of business value.
  • Business metric measurement: continuously tracke customer value realization; recommend methods to improve financial impact.
  • Follow-up with prospects with the objective of moving discussions to proposals..
  • Please Note: This description does not cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee.
  • Bachelor’s degree or foreign equivalent required from an accredited institution. Will also consider three years of progressive experience in the specialty in lieu of every year of education. 15+ years of professional services sales experience including as a sales executive/professional.
  • Understand Global Delivery Model (offshore/outsourcing).
  • Able to conduct industry and customer analysis: identifying “pain points”.
  • A history of achievement/overachievement against a quota of $2.5 mil or more (individual, not team driven).
  • IT industry experience with a thorough understanding/appreciation of the software service business.
  • Must be well networked and have dealt/interacted successfully with CXOs of leading organizations 
  • Have experience in S/W contract negotiations.
  • Ability to define specific solutions within abstract environment.
  • Experience working in large as well as small corporate environments.
  • Hands-on experience with proposal creation and leading proposal presentations.
  • Strong leadership, interpersonal, communication and presentation skills.
  • Wide variety of IT and business consulting engagement experience.
  • The job entails an extensive amount of travel. The job also entails sitting as well as working at a computer for extended periods of time. Should be able to communicate by telephone, email or face to face.