Job Description
- Developing a business plan and go-to-strategy for the APAC market that ensures attainment of company sales goals and profitability.
- Actively seek out new sales opportunities through cold calling, networking & social media. Conduct market research to identify selling possibilities & evaluate customer needs.
- Create solid pipeline by generating Leads, respond to RFI/RFP’s, floor walk presentaions and solution defence, pricing proposals along with EVP APAC.
- Initiating and coordinating development of action plans to penetrate new markets and get business opportunities. – Cloud, Products, Consulting and Managed Services (everything in between that can be additionally offered)
- Develop annual business plan with EVP APAC, determining sales and activity goals required for attainment of assigned quota.
- Work as a core member of the sales team and help drive sales cycles forward.
- Coordinate with prospects to understand current business requirements and future needs.
- Provide recommendations of Company’s services that will best suit the prospect’s future needs and desired state.
- Describe the service offerings of Company’s so clients understand how they can benefit, including features and functionalities, service definition and if required cost-benefit analysis.
- Provide professional presentations; in oral and written format providing clients with clear understanding of Company’s service benefits
- Prepare sales forecasts; establish targets in areas such as product mix, sales volume, market share, or business development and monitor the performance of the sales against these goals; adjust sales strategies to meet changing markets and competitive conditions.
- Achieving Direct sales targets with consultative solution approach and cross sell products.
- Identify new revenue opportunities and meet appropriate targets set out by Management.
- Strong client focus including Pre and Post sales services for long term growth strategy.
- Managing CXO & corporate relationships
Education:
- Management degree from University or B school.
Seen as advantage
- Sales services experience in BPO, LPO, Tax domain, HR BPO, any ITES company B2B International Sales mode.
- Sell products by establishing contact & developing relationships.
Work Experience:
- Overall work experience should be 10-15 yrs in Sales and business development
- Understanding the prospect’s strategic targets & roadmaps to ensure a successful attempt for partnering them in technology implementation.
- delivering various presentations & demonstrations to prospective customers
- Drafting RFI & RFP documents; providing clarification to vendor queries, reviewing RFI & RFP responses and interfacing with prospect at both pre-& post-sales stages to ensure that company services are considered for selecting against competitive offers
- Identifying new sales opportunities and providing responses to various RFIs & RFPs within the account; signifying multiple services, performing demos and communicating business & technical information to prospects using strong relationship building & analytical skills
- Managing Large Enterprises (LE) and Small & Medium Enterprises (SME) bids & projects (proposal preparation, project management and account management) along with SMEs / Solution Architect and Support & Sales Team
- Understanding customers’ diverse & specific business needs and applying product knowledge to meet them
- Interfaced with prospects & clients and understood their competency requirements in the areas of SAP HR/HCM; interacted with C-Level contacts/ people at various levels in IT/HR Dept. (CIO, VP IT & IT Manager,CHRO and other C Level Execs)
Core Competencies:
- Self-starter and a go-getter with proven track record of identifying opportunities and closing deals
- Ability to nurture CXO-level responsibilities
- Ability to meet sales and revenue targets consistently
- Entrepreneurial
- Managing complete sales operations for SAP HR Payroll /Success factors with accountability of defining the road maps and fulfilling key requirements viz. scope, resources, cost estimates, proposal, bidding, specifications & cost, conceptualization, prototype development, validation, testing & approval as per client specifications
- Hiring and managing team and generating business leads in SAP HCM/SF space for APAC market
- liaising with prospects & clients and understood their competence requirements in SAP ERP across Europe /UK Market, interact with C- level contacts and showcase the expertise of Company’s in SAP space
- Liaise with SAP Practice & Onsite Sales Teams to ensure smooth functioning of sales process as per Company’s standards.
Essential Competencies Preferable competencies
-People management Effective communication
-Execution Analysis and judgement
-Systematic approach Influence
-Steadiness Bottom-line focus
-Professional expertise Organizational awareness
-Constructive teamwork
