This Sales Director position is for a leading professional IT services & solutions provider. The ideal candidate will have a strong track record of deal shaping, negotiating & closing sales in the IT Professional Services space. The majority of these solution sales involve IT Project Staffing arrangements, including selling teams of Software Testing professionals. The Sales will result from upselling existing customers and generating new business.
The targeted industries are Telecom | Banking | Insurance.
The ideal candidate will be 30 to 50 years old, having worked for a reputable consulting, systems integration, IT outsourcing or software professional services organization.
Job Roles | Responsibilities
- Work with broader Deal Team to define Win Strategy | Partnering Arrangements | Differentiation Themes
- Develop & manage relationships with teaming partners, subcontractors, etc. who will contribute to the overall Bid | Proposal
- Apply corporate best-practice Sales Campaign Management methodology
- Serve as key coordination point for sales leads, project finance, marketing, HR, etc. in bringing the proposal components together
- Develop key client relationships and work w/ key client members and client account team to understand client & solution requirements, constraints, key success factors, differentiation, etc.
- Understand and apply best win practices from same and similar client engagements
- Develop & understand key pricing & value levers which can be used during negotiating, including use of T&C's, pricing strategies, bundling, performance-based SLAs, etc.
- Take lead role in business negotiation, leveraging corporate negotiation methodology
- Advise & coach deal team members on negotiation strategy, preparation, roles and presentation delivery
- Work with key clients to arrive at mutually beneficial deal shape
Experience | Skill Requirements
Bachelor Degree in Computer Science, Engineering, Technology Sales or related technical field
- 5+ years of IT Services or Software Industry experience
- Experience w/ IT Solution Sales | IT Services | Outsourcing Sales
- Industry Experience in Telecom | Banking | Insurance industries preferred
- Strong Relationship Building and Negotiating Skills
- Ability to Shape & Sell Solution Vision to target clients
- Ability to work under pressure and drive multiple contributing parties
- Strong business & commercial acumen/business process know-how.
- Strong communication & negotiation skills