Head Sales

Team Computers Pvt Ltd; Kolkata District; On-site; INR 4,000,000 - 5,500,000; Full time

Job summary

Team Computers Pvt Ltd is seeking a senior sales leader to expand the company footprint and drive top-line growth by acquiring new logos, mining existing accounts, and positioning the firm as a preferred partner for strategic customers.

You will evolve short- and mid-term strategies to accelerate growth, lead a high-performance sales team, and aggressively pursue strategic deals and market opportunities across regions.

Qualifications

• Proven experience in infrastructure managed services sales.
• Experience managing a sales team and driving targets.
• Ability to lead cross-functional, agile teams to win deals.
• Account penetration into competition accounts and new segments.
• Account management with revenue and profits expansion.
• Strong network with CIO/CTO/CEOs.
• CRM proficiency and related tools usage.
• Strategic problem solving and decision making.
• Strong leadership and organizational skills.
• Excellent communication and negotiation skills.

Responsibilities

• Ensure effective opportunity management through win plans and revenue targets.
• Lead the sales team to achieve and exceed quarterly goals.
• Develop new business opportunities and strategies for sustainable growth.
• Ensure profitable deals via proper price setting and negotiations.
• Book revenue as forecast and meet quarterly/annual targets.
• Coordinate cross-functional teams to win strategic deals.
• Evangelize cutting-edge technology solutions to customers.
• Open dialogues with competition accounts and new segments.
• Enhance market participation and drive >50% win ratio.
• Plan long-term for new markets, solutions, and capacity expansion.

Skills

Infra sales

Team leadership

Account penetration

Key account mgmt

CIO/CTO relationships

Sales strategy

CRM tools

Negotiation

Cross-functional leadership

Market expansion

Strategic planning

Education

Engineering / CS degree

MBA in Sales & Marketing

Tools

CRM software

Job description

The core responsibilities lie in expanding the footprint of Team Computers and increase the top line bygetting new logos, mining existing accounts and positioning the company as the preferred partner forvarious prospective customers in the various regions. Evolve short and medium term strategies to speed upthe growth pace of the sales team in terms of strategic solutions and key customer penetration. Rapidlyincrease demand generation of strategic deals as well as its conversion ratios.

KRAs

• Ensure effective opportunity management through win plans and help each sales member achieve revenue goals as per plan.

Increase Top Line.

To pro-actively seek out and develop new business opportunities and strategies for the organization to ensure sustainable business for years to come.

Ensuring profitability through correct deal pricing.

Bringing business that helps create value for the company.

Ensure timely revenue booking as per forecast and attain quarterly as well as annual goals.

Effective management of price bidding and negotiations to achieve profitability as per accepted norms.

Play a key role in evangelizing cutting edge technology solutions. Play a key role in opening the relationship dialogue with competition accounts or new segment potential customers.

Ensure high level of market participation to cover key segments, customers, while also creating strong customer interest and pull towards Team Computers offerings.

Ensure disproportionate focus on strategic opportunities and co-ordinate all round team effort (vertical and horizontal) to achieve > 50% win ratio.

Engage in long term planning exercise for new markets, solutions and products with delivery divisions as the heads-up for capacity expansion. Improve sales forecast accuracy to aid delivery capacity forward planning and utilization.

Step in when the project execution gets stalled at the customer end, resolve customer issues directly or indirectly through cross functional coordination. Ensure professional conduct by the sales to ease customers buying effort and maintaining a high brand image of the company.

Ensure collection.

Meet DSO targets.

REQUIREMENTS

Proven experience in Infrastructure managed services sales is a must.

Proven experience of managing a team and enabling them to succeed and exceeding sales targets.

Collaborative lateral lead who could lead agile, cross- functional departments teams to win deals.

Account Penetration Specialist. Break into Competition Accounts as well.

Account Management Expertise with revenue/ profits stream expansion through up-selling & cross-selling.

Strong Personal Network with CIO/CTO/CEOs.

Developing a high-performance sales team.

Cross Functional Alignment Skills.

Proficient in the use of CRM or any related tool.

Ability to strategize and solve problems.

Strong leadership and organizational skills.

High order of communications skills, and high degree of self-discipline.

Desired Competencies

Takes full professional responsibility as a functional manager specialist and is held fully accountable for all decisions taken.

Is able to perform work which is mainly non-routine and includes strategic decision making and/or the large-scale deployment of methods, processes and tools.

Entrepreneurial DNA, Problem solving, Analytical skills.

Demonstrates extensive knowledge of the own specific area and its use or exploitation in the organization.

Tolerance to ambiguity and openness to change.

MEASURED BY

Target Revenue.

Brand and positioning in the customers mind.

Gross Margin of deals won.

QUALIFICATIONS AND EDUCATION

Degree in engineering / computer science with a MBA in Sales & Marketing.

20+ Years of experience in Sales.

Our Presence

DELHI

NOIDA

KOLKATA

BANGALORE

Prestige Shantiniketan - The Business Precinct, Tower-B, 2nd Floor, Whitefield Main Road, Bengaluru - 560048

GURUGRAM

PUNE