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Key Job Responsibilities
Manage high profile and high potential logos with goal to grow them into strategic accounts.Meet/exceed revenue and booking targets.Lead the go-to-market strategy for a portfolio of accounts to scale strategic accounts radically; Build strategic relationships with key contacts within customer organizations to retain & grow business and better penetrate accounts through a sharp focus on profitable revenue growth.Maintain customer touch-time to manage relationships across levels and key influences to spot new opportunities, expand share of wallet, manage customer expectations, support the internal Delivery and Solutions organization.Facilitate cross selling of offerings across customers with global presence through deep partnerships with Solutions and Delivery teams.Provide consultative support to customers through a structured review cadence, institute mechanisms that channel customer insights and feedback in a systemic manner.Actively review and monitor business trends, sales forecasts, customer & market intelligence to adapt own sales strategy.Drive cross functional alignment with Marketing, Finance, Legal and Sales Operations teams to accomplish goals in a synergistic manner.Ability to contribute hands on and scale up to lead a team of sales professionals.Key Performance Metrics (Year 1 & 2)
Build a strong and sustainable order book and healthy revenue pipeline through planned efforts ($/ #).Focus on winning multi-year large deals.Drive Key Account growth by deepening wallet share with accounts.Drive net new account growth to grow own portfolio on a year-on-year basis.Capabilities And Attributes
Sound technology know-how, including ability to stay current and relevant on advancements in technology, customer, industry and competitive landscape.Proven track record of meeting or exceeding targets.High levels of energy, drive, ambition and results mindset to deliver on commitments.Adaptability and resilience, positive executive disposition.High levels of customer centricity and passion to deliver value at scale.Strong sales and commercial acumen, with an analytical and decisive mindset.Global business acumen, entrepreneurship orientation; including ability to think laterally, beyond traditional revenue streams, spotting opportunities and going after them to deliver winning outcomes.Ability to build CXO level and key influencer relationships in customer organizations and key account, including ability to build trust and customer advocacy.Ability to collaborate, network and work in a matrixed environment, and build cross team partnerships across geos and functional boundaries.Strong communication and interaction skills, also negotiation skills.Sales Director
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