The Role Demands Knowledge and Experience of Sales

·       Lead account strategy and planning and find opportunities of growth in the account.

·       Develop and strengthen relationships with decision makers and influencers in the customer organization and grow revenue and drive new opportunities for Ensono’s end-to-end portfolio.

·       Cultivate and grow senior client relationships in digital advisory capacity.

·       Evangelize and promote clients’ digital innovation programs.

·       Collaborate with Enterprise Architecture Teams, Client Success Managers, Operational & Delivery teams to provide your domain expertise and represent our company.

·       Working with the Cloud teams to help define roadmap and assets based on the customer objectives and.

·       Working with the Marketing team to help define sales messages and marketing collaterals for the account.

·       Collaborating with the Operations team during the implementation of solutions at customer sites for right insights and handoffs to ensure client satisfaction

·       Lead proposal development, negotiation and commercial terms for all deals. Regularly monitor sales trends, market dynamics and incorporate into existing account strategy and plan

·       Also drive collections. Growing the market share in the account and also share of wallet of the account with the customer

·       Build a trusted reference-able customer who can vouch for Ensono.

·       Become a trusted IT advisor to the customer and participate in customer’s strategic planning.

·       Drive resource forecasting for the account from both confirmed opportunities as well as the opportunities in pipeline

·       Mentor and nurture the next line of leadership in the account team. Build a top quality account sales team capable of consultative selling. Focus on people development by rotating employees on a need basis. Build a supportive environment and a motivated team to increase employee satisfaction and minimize attrition in the account sales and delivery teams

·       Delivery/Customer Satisfaction

·       Become a trusted IT advisor to our customer and participate in their strategic planning

·       Conduct regular delivery reviews to prevent cost and schedule overruns, and to enable the delivery teams in ensuring high customer satisfaction

·       Orchestrate internal resources in sales and delivery to give the customer an enhanced experience across touch-points

·       Demonstrates a willingness to take action on problems or opportunities without prompting; possesses the intrinsic desire and willingness to push toward achieving a desired goal or end-state without suggestion from others; prepares alternatives so the outcome is not jeopardized by unexpected barriers; exhibits the desire to blaze new trails as a means to an end

·       Organize time to cover ongoing priorities and will make arrangements to cover whenever absence is unavoidable; understand that rewards are commensurate with effort and invest the time to get the job done; use time efficiently during regularly scheduled hours so that extra hours are not inevitable, but are responsive to additional requirements or demands when necessary.

·       Seek client feedback regularly to verify satisfaction and uncover minor issues which could escalate if left unattended; solicit suggestions for continuous improvement and demonstrate personal attention to the client even when there is no problem

Key Qualification

·       Demonstrable experience in enterprise-scale solution selling

·       Understanding of cloud computing and the business benefits to organizations of embracing private and public cloud platforms

·       Understanding of the managed services marketplace – key players, competitive strengths and weaknesses etc.

·       Experience of working in a matrixed sales environment

·       Experience of managed services and consultancy sales preferred

·       Demonstrable experience of successfully navigating mid and large sized enterprises to drive IT and business-led opportunity creation

Offering/Competency Development

·       Showcase our solutions as a strategic fit for the customer organization through workshops, boot camps and strategy meets.

·       Push for higher value/value added services and solutions to the customer in line our offerings.

·       Capture and create integrated opportunities with end-to-end solution delivery requirements.

Key attributes

·       Independent and self-directed

·       Resourceful and confident under pressure

·       Presentation & communication skills  

·       Strong management and business skills 

·       Strong empathy, self-awareness and interpersonal skills 

·       Curious, driven to deeply understand clients’ business and objectives and make appropriate recommendations

·       Able to challenge status quo

Seniority Level

• 10+ years of consulting sales