Sales Manager @ Black Box

Role Description

• Responsible for onboarding new logos and manage & maintain a healthy NN (Net New) sales pipeline for accounts and grow new logos to sizeable revenues


• Primary client-facing field representative; to own, drive the continuity and profitability of NN revenues

Job Specifications & Requirements

• Minimum 12+ years experience, with at least 5 years experience in Sales in the IT-sector


• Well networked with customer organizations


• Experience of handling larger outsourcing engagements within the IT-Service industry (pre-sales or sales phase)


• Proven track record of sales successes


• Project Management experience


• Willingness to travel


• Open, communicative and team-oriented


• Self-reliant and compelling


• Analytic and conceptual frame of mind


• Goal oriented, resilient

Key Responsibilities

Lead generation and onboarding new logos

• Collaborate with Vertical Leaders, Practitioner Sales, Client Delivery Leads to identify services/ offerings / value proposition to take to the customer based on client requirement


• Forge relationships with buying offices of potential client, gather relevant vertical and market knowledge


• Learn, know and bring the best of Black Box to customer (offerings, use cases, etc.)


• Define overall pursuit strategy incorporating feedback from past customer experience; develop client proposal and pricing along with bid manager and Solution Architects


• Generate leads through secondary research and pursue leads identified by marketing teams and leaders

Drive leads to closure

• Own actual negotiation; also coordinate inputs / participation from different stakeholders


• Develop negotiation strategy & negotiate contract / agreement; oversee bid manager in drafting SoW for contract; participate in win/loss review


• Collate & communicate learnings from pitches, proposals, customer feedback to Sales team

Oversee account handover to Vertical AM

• Identify customer needs and facilitate account setup to commence delivery operations along with the Client Delivery Lead/Delivery Manager


• Create robust transition plan for account handover to Vertical AM

Coordinate and act as conduit for overall delivery and operational excellence for the account including financial planning & tracking

• Coordinate with Delivery team to ensure high quality delivery - conduct joint discussions for implementation, delivery and contractual obligations


• Own cost metrics for an account - with inputs from Client Delivery Managers of individual projects


• Identify margin improvement initiatives and coordinate with Delivery Managers/ PMs to execute and implement these initiatives

Key Interfaces

• Collaborate with Bid Manager/proposal team for proposal writing


• Collaborate with Practitioner Sales to identify services/ offerings/value proposition to take to the customer based on client requirement & with bid manager to draft RFI response


• Work with Sales Ops team to create a repository of leads, clients, buying offices, reason for drop-outs etc.


• Orchestrate account performance reviews, status update, timeline adherence, SLA adherence etc. along with Client Delivery Manager

Key Metrics

KPIs

• Revenue


• Order book


• % gross margin delivered


• Pipeline size


• New logos won (# of logos, INR)


• Client satisfaction (CSAT)

KRAs

• As-sold margins


• Number of new deals : Win rate / close rate


• Lead mortality rate


• % Variance in forecasted Vs. actual rev.

% Variance in forecasted Vs. actual GM

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