Global Alliance Sales & Business Development Leader

Exceed Consulting
  • Chennai, Hyderabad
  • Confidential
  • 10-12 years
  • 26 May 2015

  • Sales/ Business Development/ Account Management

  • IT/ Technology - Software/ Services
Job Description

Job description:

Looking for a highly energetic candidate with the ability to think big and create, convert growth opportunities for incremental revenues through alliance partner offerings
Directly accountable / responsible for influencing successful sales of Alliance based solutions and consulting services through TechM vertical sales teams and alliance partners. This is a cross line of business, consultative and sales focused role which will require focus on creating & driving pipeline and deal closures.
Functional knowledge in front and back office business processes, Industry experience in one or more of the following sectors is desirable: Process Manufacturing, Discrete Manufacturing, Aerospace & Defense, BFSI, Healthcare and Telecom. Other skills include developing / managing relationship with vertical sales teams, clients and partners. This position requires strong executive level selling skills, and the ability to negotiate and close business. The ideal candidate will excel at communicating for impact, building high performance sales support, pre-sales teams.

Base Location: Chennai/Hyderabad - India
This position requires flexibility to travel primarily to Australia, UK, US and Canada to meet with sales leadership across business units as well as partners and customers.

Responsibilities Include:

Work with globally spread internal stakeholders and regional Resellers/Channel Partners to establish unique value proposition to prospects.
Define & execute focused marketing campaigns, events along with partners & vertical sales team and demonstrate ROI
Build pre-sales and marketing organizations and improvise sales methodologies, operational processes in-line with growth and excellence aspirations
Initiate marketing and sales activities at major accounts to prospect and qualify opportunities to solve business problems
Collaborate with vertical domain stakeholders to conceive and execute targeted industry campaigns
Drive prospect identification, qualification and solution positioning, working with horizontal and vertical unit stakeholders
Orchestrate the development, presentation, and demonstration to qualified prospects
Oversee and own all aspects of solution proposals, RFI/RFP responses including project identification
Provide management data: pipeline, revenues, forecasts, account plans, and activity reports to the management team providing basis for account/opportunity planning
Identify, evaluate, and respond to key business issues of the account
Maintain relationships and executive contacts with current and potential customers as well as alliance partners
Carry revenue target for Alliance services sales as well as license revenue sourcing/influencing to alliance partner.

Required Experience

Masters Degree preferably in Business Administration
At-least 10 years of Sales, Marketing experience with at least 5 years in the IT industry
Establish and lead a team of marketing, pre-sales and sales support members
Experience in solutioning, selling complex consulting engagements
Demonstrating excellent written and oral communication skills, including presentation skills
Presenting proposals and selling software licenses , professional services engagements at client executive levels
Demonstrating successful track record of meeting or exceeding consulting services sales
Creative solutioning and selling of integrated offerings in collaboration with various stakeholders
Experience in leading and delivering on marketing and sales initiatives with tangible results, working across organizational boundaries, and interfacing with senior executives
Experience working with technology alliances and driving license revenue to partners

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Exceed Consulting