Birlasoft looking for experienced Sales & Business Development professional in BFSI / Manufacturing/Govt/Retail vertical. The person should have extensive experience in selling technology Services in these vertical in Australia, Having worked with GE would be an added advantage. Having a good on-ground understanding of the market there, the customer sensitivities in each of the verticals. Preferably sold to Banking and Financial services / Insurance / Manufacturing /Retail/Utilities /GE companies in Australia.
Job Title: Director of Sales (AUS)
Job expectations: Front end Sales in Australia
Location: Sydney / Melbourne
Qualification: Preferably - Eng / MBA
Experience tenure in years : Min 15 - 18 years in Sales with min 10 years in the IT sector in Australia.
EXPERIENCE IN SPECIFIC AREAS
Knows the Australian Market well.
Go - getter / self-motivator.
Connects with partner / OEM community.
Connects with Local SI's.
PREFERRED INDUSTRY
IT Solutions and Service industry
System Integrators - (having exposure to Solution selling)
OEM community - SAP/Oracle/Microsoft/CA/SAS/Red hat / Sybase etc
Solution implementation partners
JOB PURPOSE:
Work with customers & prospects to nurture client business strategies that generate business for Birlasoft. Close new sales to new accounts .Build & maintain excellent working relationships with Named accounts and preform corresponding account management duties. Identify opportunities to grow long term business opportunities and relationships. Set & manage customer expectations appropriately. Ensure service delivery to the contracted financial & service levels. Maximize customer satisfaction in relation to service delivery. Enhance Birlasoft's reputation. Manage key internal relationships- direct reports & CoE leaders
KEY RESULT AREAS:
Hunt for new business acquisition for the service offerings of Client in Australia handling the complete sales lifecycle.
Mining existing accounts for additional business through development of engagement by cross-selling the full service portfolio
Should understand the IT requirements business in Australia, won deals and run complete sales cycle
Should have successfully handled at least one account with revenue in excess of 5 MN USD (In Australia ) for a min period of three years and shown growth (will be added advantage).
Should have good contacts with prospective clients and have a strong networking in BFSI/ Manufacturing / Government/Retail and GE Industry
Managing day-to-day relationships with clients and developing a deep understanding of their requirements and long-term business strategies
Work Closely with Pre Sales, Marketing and other organs of the organization to run the complete sales cycle
Work closely with delivery functions in ensuring successful execution of projects, allowing complete tracking of the engagement against business parameters set
Work with Alliances partners very closely from Identification of Opportunity till Success; Identify new Partnerships and Alliances across the region and create new engines of growth.
Guide and Mentor Lead generation team to generate Leads through various campaigns.
Manage the full corporate sales cycle - from initial unqualified lead to proposal, its defense, handling competition, handling evaluation and support issues, commercials, price negotiation and closure
Monitor and report on all activities and forecasts and provide relevant management information
Desired Skills and Experience
COMPETENCIES REQUIRED:
Significant experience on Solution and Service Sales in BFSI / Mfg/Govt/Retail/Utilities segment. Having worked for GE would be an advantage. Hunting Sales experience would be an added advantage.
Should have an experience in working with Offsite/ Offshore teams - Excellent Communicator, with drive and ambition, result focused approach
Proven record of achievement (new business revenue, development of new business, closing large deals)
Demonstrated ability to work with the "C" level within organizations; proven ability to develop and maintain a network including executive decision makers
Target driven, leads from the front, Good Negotiating Skills
Sound understanding of relevant industry sectors/verticals and a track record of targeting and selling to suitable verticals based on product & services fit
PERSONAL ATTRIBUTES
Self-driven
Ability to own up tasks
Excellent PR, communication & presentation Skills
Free to connect at all management levels in the industry
Individual looking at making career here.
Outgoing at the same time having a logical approach
Hunter by nature
Ability to strategically think
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