Sr Manager, Sales

Sr Manager, Sales

The Sr Manager, Sales position is a key role responsible for executing sales and business development strategies for target companies in the Hi-tech industry.

The candidate will play a hunter role, responsible for acquiring net new clients for Brillio (80%). The candidate might be asked to hunt for new business in existing or dormant accounts (20%). The position's primary responsibility is to achieve new sales results for Brillio's services. The candidate will develop revenue-producing relationships with decision-making executives at targeted firms, as well as drive the sales cycle of assigned sales opportunities from initial prospect communication through contract execution.

Responsibilities:

• Achieve monthly, quarterly, and annual sales targets
• Execute business development, offering positioning and sales strategies as a member of the sales team.
• Achieve lead generation, prospecting and other sales management goals designed to build an optimal sales pipeline.
• Develop strong, long-term relationships and referrals with senior management at targeted firms.
• Manage the end-to-end sales process for all opportunities including initial client communication, on-site presentations, RFI response, multi-day client workshops, RFP submission, negotiation and deal signing.
• The candidate is the focal point for all communication and sales activities with prospects and customers.
• Work in close collaboration with Brillio's pre-sales team & practice teams to ensure that proposed offerings and services fully meet customers' business and technology needs.
• Provide support to customers during initial phases of engagement. Follow up and ensure total client satisfaction through the life cycle of the relationship.
• Demonstrate strong personal communication and presentation skills to establish interest, credibility, and trust.

Desired

Skills and Experience:

• 0-10 years of experience selling IT services, preferably working in a leading IT services & Digital consulting firm.
• Strong desire in selling Digital transformation, Product Engineering, Cloud & Data Analytics services.
• Demonstration of a consistent over-achievement of client acquisition and sales revenue targets.
• Strong contact base and access to alumni, local associations, industry associations.
• Experience with vendor selection processes including RFI and RFP issuance and response management.
• Ability to maintain strong sales management focus during sales cycles that are typically six months to one year in duration.
• Ability to manage complex negotiations with senior-level business and technology executives at leading Hi-tech companies.

Candidates should demonstrate the below listed critical leadership qualities:

• Customer Advocacy
  - Ensures customer success on stated and unstated business priorities through strategic advice and market leading solutions.
• Owner's Mindset
  - Is passionate about Brillio's business, deeply committed to its success and makes decisions that are in the best interest of the firm.
• Innovation Ethos
  - Embraces ambiguity and adopts relentless experimentation to challenge current practices and enable continuous growth.
• Execution with Pace
  - Displays agility to deliver high quality results in the face of changing stakeholder expectations.
• Big Picture Thinking
  - Creates a common definition of shared success and sets bold targets that inspire the team towards new horizons.
• Winning Through Teams
  - Enables a culture of collaboration and empowers teams to "raise their game" to create a winning formula.