Senior Director - Strategic Deals

  • San Jose
  • Confidential
  • 10-20 years
  • 24 Mar 2015

  • Senior Management-Sales

  • IT/ Technology - Data Center/ Manage Infrastructure Services
Job Description

Priorities & Responsibilities:

Sales: Winning large deals in Fortune 1000 companies and meeting revenue targets.
Market development: Build relationships with relevant stakeholders outside of client/prospect organization (e.g. sourcing advisory firms) to grow the pipeline.
Customer prospecting and qualification: Select targets for proactive large deal pitches. Conceptualize and execute detailed plans for large qualified opportunities.
Proposal development: Conceptualize and execute pricing, sales strategy, relationship and win strategy. Actively involve senior management to facilitate key decisions to improve deal win rates
Proposal negotiation and closure: Collaborate with the appropriate teams (e.g. negotiations team) to ensure successful completion of deal negotiation.
Relationship management: Interact with top level executives within the client organization. Also actively manage relationships with 3rd party/sourcing advisory relationship.
Analyst Relations: Develop relations with leading Analyst & Advisory firms like TPI, Gartner, IDC, Ovum, Equaterra and Celent with the objective of creating a strong referral system for winning new clients.
This job carries revenue targets and Large deal closure targets

Key Advantages:

High flexibility
Most focused and significant role in the growth of the Organization
Zensar's track record and experience in delivering customer projects with high customer satisfaction. Thus, excellent references.
Experienced and competent delivery and practice team
Vertical Domains are well matrixed with Practice.
For this position, selling can be across verticals in Practices like ERP, Application maintenance and Development, Infrastructure Management and BPO.
Established Global Strategic Deal team.