Sr.Sales Manager or director
· Coordinates all deal team efforts with sponsorship of Managed Services (MS) Engagement Director.
· Assists in opportunity qualification and risk assessment.
· Responsible for validating/endorsing the technical solution for the deal. Works with delivery to assure that solution design can be property delivered.
· Develops deal timeline and ensures that pursuit team meets deal milestones and deadlines.
· Leads pursuit team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.
· Leads negotiations for medium size deals and assists with large complex global deals.
· Proactively manages all resource requirements throughout deal pursuit.
· Helps in the transition of deal leadership to permanently assigned management to ensure seamless asset transfer, personnel transfer, technology and process adoption.
· Develops the service request process and manages this process and tool to support for large accounts.
· Manage larger team(s), managers (Manager Is) of teams, area(s), or customer(s) with broad scope or impact, including setting organizational direction/work prioritization, people development, cost management, and alignment with larger business goals.
§ Coach and mentor employee direct reports. May coach and mentor non-direct reports as needed. Manage Focal Point Review (FPR) process for employees. Manage team and individual performance.
§ Monitor and ensure organizational goals and contractual commitments are met (e.g. budget/cost, service availability, responses, reports).
§ Advise management and peers on broad organizational, technical, and strategic matters of importance.
§ Create strategic business plan for organization within guidelines of documented Business Unit/Corporate objectives; ensure proposed projects receive appropriate support.
§ Resolve/monitor customer escalations as appropriate.
· Establish and manage relationships with customer subject matter experts and appropriate customer management, with an objective of maintaining and building the business.
· Is assigned to close one or more accounts with approximate annual revenue $50-100M
• Frequently represents the organization to other businesses within the company and to external customers/clients.
• Acts as subject matter expert providing direction and guidance to process improvements and establishing policies.
• Frequently contributes to the development of new ideas and methods
• Directs and controls activities for: regional or global/large/major customer(s)
Education and Experience Required:Advanced University degree preferable. 10+ years of Outsourcing experience and 4+ years of Engagement related experience. Bachelor’s degree in Business or related field. May have Master’s or advanced degree in related field. Typically 10+ years of directly-related experience
Knowledge and Skills Required:
· Demonstrate broad knowledge of corporate policies, products, markets and processes, and an understanding of business management principles and practices.
· Some cross Business Unit expertise, but does not have all Business Unit credibility and knowledge.
· Significant industry knowledge
· Strong Project Management skills
· Expertise is in selling, closing and some portfolio work
· Expertise in demand management processes and tools
Typical skills include:
· (strong) Workforce Management/development
· (developing) Managing Managers
· Leadership
· Strategic Planning
· (developing) Negotiation Skills/(strong) Influencing Others
· Customer/Vendor Management, escalation management, customer relationship-building
· Knowledge of Corporate capabilities and outsourcing industry norms
· (strong) Business Analysis, Business Planning
· Financial Management/Cost Management
· General Project Management
· General understanding of technology in direct responsibility
· General understanding of related technologies
· Knowledge of industry and market trends