Director-Client services

New York, NY, US
 

Director-Client services - (51763)

Description

Summary of Position

You
will be responsible for driving new sales in Virtusa's rapidly growing Technology,
Media and Telecommunications (TMT) business. The position focuses on selling software
development and IT services across Digital Transformation (DT) and Cloud
Transformation (CT). This includes high value services such as digital
consulting, UX, mobility, digital marketing, digital engineering, cloud
development and migration, data/analytics, AI/ML, and more.

The target market is large enterprise or upper
mid-market. The industry focus would be selling into the Technology segment (software
companies, platform companies, etc. ) with a focus on the east coast and central
regions. This role is a direct sales position that will report into the head of
TMT sales but work very closely with the Technology segment leadership team.

This
is a quota carrying, commissioned sales role that will measure targets on a
monthly basis. There is a significant emphasis on developing pipeline, meeting order
booking targets and developing partner channels. You should have a proven track
record of being an over-performer/exceeding quota. You should be
self-motivated, detail oriented, good multitasker, and comfortable with using
technology as part of the sales cycle.

You
must have experience in working at a consulting or services firm that has focused
on selling digital services to the technology industry. You must be comfortable
speaking with technology buyers such as CIO, CTO, VP of Engineering, Product
Owners/Managers and as well as non-IT buyers such as the CMO, Chief Digital
Officer (CDO), head of support or line of business owner. You are able to
interact at a strategic level, convey complex concepts and articulate value.

Responsibilities

n You will work
closely with our technology segment team to position Virtusa as a leading provider
of Digital Engineering services to acquire new clients in the technology market. You will work with the technology segment team to identify
target accounts and develop pro-active propositions and proposals to build
pipeline. You will network, develop offers and campaigns, collaborate with our
partner channels, attend events and meet-ups and execute cold calls in support
of pipeline development. You are able to quickly qualify deals and move them
through the pipeline process. You are comfortable collaborating with a
multi-disciplinary global team from digital technology, business subject matter
experts, inside sales, marketing, executive management, and our partners. You
will acquire new accounts that are high potential and are on our Target Account
List (TAL).

n Your will take
point on driving the sales process and ensuring world class presentations and
proposals. You are able to understand
and articulate client and prospect business objectives, pain points and describe
the overall opportunity. You provide direction to our internal solution teams
to create solution propositions that address client business needs and differentiate
us from the competition. You are able to structure complex deals, negotiate
commercial terms and position our services as high value to preserve our
margin. You are comfortable leading and orchestrating oral presentations and
able to take deals across the finish line. You understand how to close a deal.

n You are able
to quickly develop trusted client and prospect relationships that enable rapid expansion.
You are not single threaded. You are
able to quickly identify multiple stakeholders and multiple areas of
opportunity within an account. You are able to diversify opportunity and
revenue streams. You rapidly cross sell the full catalog of digital solutions.
You are able to construct larger opportunities by building upon successes. You
are able to navigate to the business and executive sponsors. You are able
identify competition and construct takeover plays.

Qualifications

n Strong business development skills, must have
experience in quota carrying position

n Experience selling into the technology or software
industry

n Experience in working with partnerships and channels
to drive new business

n Ability to qualify opportunities and progress
opportunities through the pipeline

n Solutions-oriented by nature and is consultative in
approach to selling

n Experience selling digital services digital such as
mobility, UX, digital marketing, cloud, web content management, ecommerce,
analytics, AI/ML, etc.

n Ability to drive marketing campaigns and willingness
to cold call prospects

n Strong customer presence that can quickly build
positive customer experience

n Good relationship, networking capabilities and a
rolodex that can be used to jumpstart your pipeline

n Creative thinker and deal maker and able to structure
complex deals

n Able to generate large, strategic deals with annuity
component

n Detailed oriented and able to drive a sales process to
closure

n Demonstrated successful proposal development and
presentation skills to include strong oral and written communication skills

n Capable of selling at a C-level and developing
sponsorship to drive deal closure

n Comfortable working in a hands-on environment and
possesses an entrepreneurial spirit

n Excellent communication and presentation skills

n Able to develop effective presentations with limited
support

n Experience using SFA tools (i.e. Salesforce.com) and an understanding of
a staged pipeline process

n Ability to travel (up to 50%)

Primary Location

: US-New York

Schedule

: Full Time

Job Type

: Experienced

Travel

: No

Job Posting

: 29/07/2020, 1:12:26 PM

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