Job Summary
Company Name
Godrej
Division
MARKETING
Function
Sales
Designation
US Digital Sales
Location
GIA US
About the Business & Position Overview
Job Profile
Key Responsibilities
- Responsible for fulfilling Order Booking and Revenue Budgets for a specific region covering a group of Business (LOB)
- Responsible for successfully driving large pursuits (> $2 Mn in Size) that will result in multi-year annuity business
Job Description
- Identify install-base accounts for driving large pursuits (> $2 Mn in Size) that will result in multi-year annuity business
- Manage entire RFI/ RFP Pursuit Lifecycle across the following:
o Coordinating Bid Strategy discussions with Operations Team and Regional Sales Lead & Global Sales Head
o Constitute response team within/across LOB-s (as required) and assign appropriate R&R for the entire pursuit lifecycle
o Manage client communication in building solution proposal
o Construct messaging (including executive/value proposition)/response structure and coordinate response development
o Develop financial model in coordination with Client Acquisition and Delivery team
o Review legal and other financial terms in coordination with Regional Sales Lead & Global Sales Head
o Coordinate defense/ orals preparation in coordination with Client Acquisition/Delivery team
- Conduct research on industry/ regional trends as it applies to solutions, engagement models, service delivery models, commercial models and share with Marketing team
- Working with Business and Delivery teams to come up with innovative/new service offerings, service delivery models for addressing new markets
- Help in creation of new sales collaterals for the business unit e.g. whitepapers, brochures, sales playbooks, presentations etc.
- Align with the Principal OEMs to understand their roadmap and manage & collaborate in the solution building activity
- Review account interlock performance on a monthly basis and present integrated reporting on YTD Actual, contracted to end of year and pipeline data to Regional Sales Lead & Global Sales Head
- Conduct research on industry/ regional trends as it applies to solutions, engagement models, service delivery models, commercial models and share with Marketing team
- Working with Business and Delivery teams to come up with innovative/new service offerings, service delivery models for addressing new markets
- Help in creation of new sales collaterals for the business unit e.g. whitepapers, brochures, sales playbooks, presentations etc.
- Align with the Principal OEMs to understand their roadmap and manage & collaborate in the solution building activity
- Review account interlock performance on a monthly basis and present integrated reporting on YTD Actual, contracted to end of year and pipeline data to Regional Sales Lead & Global Sales Head
- Present status report on pursuits on a weekly basis (including win/ loss report)
Qualification Details
Essential Qualification: - Educated to degree level
Preferred Qualification: - Holds a professional qualification like MBA in Sales & Marketing
Experience Details
Essential Experience: - Has overall experience of 12+ years including at least 7+ years in IT Service industry and has at least 5 years of experience of being in similar role in the USA Region in Digital sales role wherein he can contribute through his past contacts in the USA market
Preferred Experience: - Has achieved proficiency in the Task of Managing Business including P&L in IT industry and have worked previously in the region where the role is being assigned
Special Skill
Essential : - Shows evidence of good analytical ability and attention to detail with strong commercial skills. Has good knowledge of a wide area of information systems
Preferred : - Has proven people management skills with in-depth knowledge of own organization-s policy framework, management structures and reporting procedures for all aspects of the IT Services environment and related activities (sales & marketing)