Client description:

Our client is a long-standing leader in the space of end-to-end ICT (Information and Communications Technology) and Digital Transformation solutions provider with global service capabilities spanning Networks, Data Centers, Cloud, Applications Management, Managed Services, and Systems integration. Their solutions constitute the ICT nerve centre of thousands of businesses across India, North America, Europe & UK and Singapore and the rest of the world.

Role details:

• Title: Regional Manager – Segment Lead (Enterprise Business)
• Reporting to: Regional Sales Head
• Location: Chennai, India

Role & responsibilities:

Being accountable for sales expansion, revenue growth, collections efficiency and sales team leadership, the RM will:

• Remain on top of the market trends and movements to identify and map the market size / demand, competition and other relevant factors to formulate and update the business plan and to operationalize the same, in consultation with the Regional Sales Head, other company leaders and the sales team
• Ensure consistent growth and expansion in order booking, throughout the relevant segments / verticals / Southern region
• Enable a judicious mix of new logos (NN), EN and EE, through revenue retention, revenue maximization and gross margin growth in line with the targets for Direct Business and the SBU
• Drive the frontline sales team and Account Managers and BRM to follow the defined sales processes to maintain / grow the sales funnel as per the business plan
• Provide support and guidance to the Account Managers and make customer visits as and when needed, especially for large deals
• Ensure tight control on the receivables / DSO in the region and drive collection efficiency from the front
• Be the Customer Champion / Customer Advocate in chief and work internally with various teams to ensure quality solution, timely delivery and top-class support
• Hire / retain, mentor, guide, appraise, reward and recognize the sales team
• Organise MIS and Reports for Business Decisions

Candidate requirements:

• 14-18 years’ experience in Sales with at least 7 in sales team handling
• Extensive experience in direct selling of IT Solutions and Services including:
  • Managed IT Services
  • Managed Network Services
  • Cloud & Data Center Solutions & Services
  • Security Solutions
  • Systems Integration & Applications Services

•    Strong communication skills (verbal and written)

•    Collaboration: Teaming, liasoning, relationship management

• Persuasion and negotiation skills

• Expert level business knowledge in the solutions sold