Job Description

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