Sales Manager - GCC

Hiring for a Client - Qualitrix

Roles & Responsibilities

Target - Individual 4 Cr, Team 15Cr. Order Booking, acquire new logos independently and with teamGrow the portfolio business to 3X in next 4 yearsShould be able to utilize industry connections to generate new businessBuild and develop sales teamsPeriodic tracking and review of sales team and their performance and targetsIdentify and qualify target fintech firms and customer persona for self and India sales teamIdentify sales opportunities and take them to closure for self and teamUnderstand the offerings and USP of QualitrixManage the inside sales and BD team to generate leads and opportunities for India Market unitMap and build relationships with key customer stakeholdersCoordinate with pre-sales and delivery team for proposal and pre-sales activitiesBuild and maintain adequate pipeline to meet quarterly targets for self and entire teamContracting, pricing and rate negotiations - e2e sales process for self and teamDeal and account margin management and tracking for India market unitBuild and develop account plan for mining after a deal-win, also review the account plans for existing account teamsAttend key industry events and represent QualitrixIdentify and develop partnerships for market development and growthFlexibility to travel within india atleast twice a monthAbility to operate remotely and work with distributed teamsProven track record of working and achieving sales targets while leading a team of 5+ sales people Order booking 10 Cr+ with winning deals with clients of 100M+ (mid to large size) Should have won deals of the size >USD 250K (2Cr.) Experience in GCC India space with

Mid-large size firms in this space ( USD 100M+ revenue sized firms)Experience in e2e sales process for IT services firms in India -

lead generation, proposal, closure and miningAbility to understand Qualitrix offerings & USP, and explain it to prospects - understand the products or services, their features, benefits and pricing detailsExcellent verbal and written communicationExpert on using a CRM system and understand sales process

Proficient in MS office - Excel, powerpoint and wordExperience in making proposals, pricingDrive client meetings and presentationsUnderstand QA process and tools, experience in IT services and product b/gExperience of working in mid-large size companies

Ideal Candidate

• Strong B2B Sales Leadership Profile (Sales Manager / Business Head level) with GCC India and IT services sales experience
• Mandatory (Experience 1): Must have 9+ years of B2B sales experience, with a proven track record of achieving sales targets and owning end-to-end sales for both self and team.
• Mandatory (Experience 2): Must have order-booking of 10 Cr+ and a record of winning deals with clients of 100M+ (mid-to-large size).
• Mandatory (Experience 3): Must have personally won deals of size greater than USD 250K (2 Cr).
• Mandatory (Experience 4): Must have experience in the GCC India space, working with mid-to-large-size firms (USD 100M+ revenue).
• Mandatory (Experience 5): Must have owned the end-to-end sales process for IT services firms in India — lead generation, proposal, closure, and mining — for self and team.
• Mandatory (Experience 6): Must have experience building and developing sales teams, with periodic tracking and review of team performance and targets.
• Mandatory (Experience 7): Must have experience managing inside sales / BD teams to generate leads, and coordinating with pre-sales and delivery teams for proposals and pre-sales activities.
• Mandatory (Experience 8): Must have experience in contracting, pricing, and rate negotiations, plus deal and account margin management and tracking.
• Mandatory (Experience 9): Must have experience building account plans for mining after a deal-win and reviewing account plans for existing account teams.
• Mandatory (Tech skill): Must be an expert in using a CRM system, understand the sales process, and be proficient in MS Office (Excel, PowerPoint, Word).
• Mandatory (Skill 1): Must be able to leverage industry connections to generate new business, and map and build relationships with key customer stakeholders.
• Mandatory (Domain): Must come from an IT services / services-selling background. Candidates whose experience is in product sales are not a fit — this is a services sales role and requires selling IT services.
• Mandatory (Communication): Must have excellent verbal and written communication, able to drive client meetings and presentations.
• Mandatory (Education): Must have an MBA in Sales or Marketing.
• Mandatory (Stability): Must have a stable career background.
• Mandatory (Note 1): Must have flexibility to travel within India at least twice a month and the ability to operate remotely with distributed teams.
• Preferred: Experience in the Finance domain; strong team-management track record.

Experience: 9–15 years · Work from office · 5 days a week · Notice period up to 30 days