Role Description + Responsible for onboarding new logos and manage & maintain a healthy NN (Net New) sales pipeline for accounts and grow new logos to sizeable revenues + Primary client-facing field representative; to own, drive the continuity and profitability of NN revenues Job Specifications & Requirements + Minimum 12+ years’ experience, with at least 5 years’ experience in Sales in the IT-sector + Well networked with customer organizations + Experience of handling larger outsourcing engagements within the IT-Service industry (pre-sales or sales phase) + Proven track record of sales successes + Project Management experience + Willingness to travel + Open, communicative and team-oriented + Self-reliant and compelling + Analytic and conceptual frame of mind + Goal oriented, resilient Key Responsibilities Lead generation and onboarding new logos + Collaborate with Vertical Leaders, Practitioner Sales, Client Delivery Leads to identify services/ offerings / value proposition to take to the customer based on client requirement + Forge relationships with buying offices of potential client, gather relevant vertical and market knowledge + Learn, know and bring the best of Black Box to customer (offerings, use cases, etc.) + Define overall pursuit strategy incorporating feedback from past customer experience; develop client proposal and pricing along with bid manager and Solution Architects + Generate leads through secondary research and pursue leads identified by marketing teams and leaders Drive leads to closure + Own actual negotiation; also coordinate inputs / participation from different stakeholders + Develop negotiation strategy & negotiate contract / agreement; oversee bid manager in drafting SoW for contract; participate in win/loss review + Collate & communicate learnings from pitches, proposals, customer feedback to Sales team Oversee account handover to Vertical AM + Identify customer needs and facilitate account setup to commence delivery operations along with the Client Delivery Lead/Delivery Manager + Create robust transition plan for account handover to Vertical AM Coordinate and act as conduit for overall delivery and operational excellence for the account including financial planning & tracking + Coordinate with Delivery team to ensure high quality delivery – conduct joint discussions for implementation, delivery and contractual obligations + Own cost metrics for an account - with inputs from Client Delivery Managers of individual projects + Identify margin improvement initiatives and coordinate with Delivery Managers/ PMs to execute and implement these initiatives Key Interfaces + Collaborate with Bid Manager/proposal team for proposal writing + Collaborate with Practitioner Sales to identify services/ offerings/value proposition to take to the customer based on client requirement & with bid manager to draft RFI response + Work with Sales Ops team to create a repository of leads, clients, buying offices, reason for drop-outs etc. + Orchestrate account performance reviews, status update, timeline adherence, SLA adherence etc. along with Client Delivery Manager Key Metrics KPIs + Revenue + Order book + % gross margin delivered + Pipeline size + New logos won (# of logos, INR) + Client satisfaction (CSAT) KRAs + As-sold margins + Number of new deals : Win rate / close rate + Lead mortality rate + % Variance in forecasted Vs. actual rev. % Variance in forecasted Vs. actual GM #LI-RS1