ARD Google Generic

Selective Global Search; Mumbai; Hybrid; INR 3,500,000 - 6,000,000; Full time

Job summary

Selective Global Search is seeking a seasoned sales and business development leader in Mumbai to drive opportunities with focused accounts. You will build account strategies, manage the sales cycle, and present compelling proposals to win new business while nurturing ongoing client relationships.

The role requires 12–18 years of experience in consulting or industry, with strong communication, negotiation, and MS Office proficiency.

Qualifications

• Graduate with MBA/BTech/BE or equivalent from a reputed institute.
• 12–18 years of relevant experience in consulting or industry.
• Proven origination and sales generation with upsell.
• Strong stakeholder management and client engagement skills.

Responsibilities

• Lead and drive business development and sales on focused target accounts.
• Prepare account strategy and execution plans; refresh based on market changes.
• Apply a clear sales management process to increase new business and speed up capture.
• Spend substantial time on sales/market-facing activities and map decision cycles for opportunities.
• Assist with proposals focusing on value proposition and differentiators.
• Manage portfolios of enterprise accounts and present comprehensive proposals.
• Analyze reports to assess pipeline, forecast, and attainment vs goals.
• Coordinate with partners and teams to ensure alignment on client matters.

Skills

Executive presence

Relationship management

Negotiation

Sales orientation

Communication

Education

Bachelor/MBA from reputed institute

Tools

Microsoft Office

Job description

Role & responsibilities

• Prior experience of working either at Google or as a relationship manager for Google at any consulting or tech organisation
• Strong executive presence, relationship management and development skills.
• Ability to work in a fast paced, demanding, deadline-driven environment.
• Excellent stakeholder and people management skills.
• Good thinker with ability to understand concepts and with relevant industry experience.
• Effective networker with ability to understand client needs.
• Excellent negotiator, sales focused, target oriented, effective communicator and analytical bent of mind.
• Strategic thinker with ability to understand concepts.

Responsibilities-

• Lead and drive the business development and sales activity on focused target accounts creating relationships and originating new opportunities.
• Preparing account, strategy and execution plans. Refresh the account strategy based on market changes and white space analysis for the firm.
• Deploy a clear and consistently applied sales management process to increase new business as well as accelerate speed of capture time by thoroughly understanding the buying process.
• Spend 80% of time engaged in sales and market facing activities. Map the decision-making cycle for each opportunity.
• Assist with proposal development, focusing on the value proposition, key differentiators, and win themes.
• Managing portfolios of enterprise accounts.
• Own the preparation and presentation of comprehensive proposals aimed at pursuing new opportunities with existing clients.
• Analyze various reports to assess business health including pipeline coverage, forecast and achievement vs. pipeline and booking goals.
• Coordinate relationship building activities with appropriate partners, engagement managers, subject-matter professionals, and other personnel on the engagement team(s) in an effort to help ensure they are well advised on important matters.
• Engage in Account Management including Account planning, Client procurement, Meeting follow-up, Pipeline development, Opportunity pursuit, Contract negotiation, Risk management, Proposal and Statement of Work (SOW) development, and Revenue attainment.
• Discussion between client leadership and leadership team to identify their future plans and key areas of collaboration.
• Demonstrate excellence in applying Market EDGE to qualify opportunity and gain insights from win/loss reviews as input to the integrated sales management process.
• Monitoring market segment trends, industry issues, and competitive intelligence.
• Driving the culture of the team to promote compliance with legal, regulatory and internal risk management requirements and ensuring team is up to date with engagement risk management processes.
• Aligning Service Line and account-based initiatives with Market Segment Leaders (MSLs) and Global 360 (G360) Global Client Service Partners (GCSPs).
• Develop collaborative relationships with lead partners and their teams and communicate priority solutions and relevant positioning strategies for their clients.
• Monitor performance of sales enablement and execution through pipeline accuracy, pattern identification and promotion of key wins to increase conversion rates
• Conducting win/loss debriefs across the Region and Assessment of Service Quality (ASQ)/Expectations of Service Quality (ESQ) discussions

The Candidate

• Graduate preferably Graduate/B.tech/BE or MBA/post graduate from reputed institute
• 12 to 18 years of relevant experience from consulting/industry.
• Evidence of successful origination and sales generation, prospect consistently and upsell.
• Should be proficient in working with Microsoft Office tools.
• Good written, verbal communication and interpersonal skills