Presales Head

Posted 9 day

Skills
Customer Interface Ability To Adapt Consulting Forecasting Revenue Hunting C Analytics Manufacturing Infrastructure Services Architecture Guidance Financial Services Competitive Pipeline GTM RFP Global Delivery Sales Develop Proposals Account Plans Statement Of Work Prospects Service Management Geography End-User Computing IT Infrastructure Solution Selling Roadmap Information Management IT Services Technical Consulting Business Transformation Pre-Sales Provide Technical & Architecture Guidance
Functions
Presales
Industries
Information Technology and Services

Description

Responsibilities: 

  • Own all the CIS deals in the specified portfolio/Geography for hunting and farming.
  • Collaborate closely with the Global teams to develop proposals, presentations, statements of work (SOW) and proactively recommend strategies to grow the Analytics & Information Management presence in existing accounts.
  • Work with Account/Sales teams to manage the pre-sales process with clients and provide leadership throughout the sales cycle from initial qualification to closure of the deal.
  • Play an advisory role to customers and prospects and provide thought leadership & IT/ Business transformation recommendations in various technology areas.
  • Work with global-based practice teams on RFPs/Events/Go-to-Market (GTM) on solutions.
  • Own account plans and targets for named accounts in the geography with focus verticals of Industrial Mfg, Consumer, Financial Services, including forecasting revenue and order book, maintaining and growing pipeline funnel.
  • Provide technical & architecture guidance, for various technology areas in the Analytics & Information Management spectrum.
  • Work with the identified key alliance partners and software vendors to jointly develop and own GTM plans.
  • Managing work in such a way that the results are both of distinctive quality and useful to the client in terms of improving competitive position.

Requirements: 

  • Over 15 years of IT Infrastructure Services experience with at least 5 years of experience in sales in hunting role. 
  • Experience in Sales by working with “C” level/Sr Executive-level contacts in these accounts. Must have closed deals> $10Million/year.
  • Creation of large proactive deals, creating strategy, planning, and roadmap. Proven track record in consulting, advising, and solution selling.
  • Lead range of RFP/RFI initiatives within the account.
  • Good understanding of IT Services in one or more of Datacenter Services & Operations, End-User computing, and Enterprise Service Management.
  • Excellent customer interface skills – communication & ability to deliver presentations, drive meetings.
  • Develop long-term valued relationships with the client. Building and maintaining strong client relationships. 
  • Ability to adapt in a rapidly changing environment, work effectively under high pressure, growth mode.
  • The ideal candidate should have about 5 years in Management/ Technical Consulting in the area of Infrastructure Services.
  • Should be fluent in English and French.
  • Experience in the Manufacturing industry segments will be a clear advantage.
  • Prior experience in a highly collaborative and matrixed environment or any experience with a Global Delivery Model-based IT Services company will be an added advantage.