Associate Director - Key Account Manager

Candidates who can take Account Management/Client Partner responsibility for selling to LARGE COMPANIES. This position would be responsible for driving/managing the growth of Calsoft's Product Engineering Services with LARGE COMPANIES. Should work in collaboration with the engineering and presales teams, prospecting for new business, detailed qualification of sales opportunities, management of the sales cycle, and negotiation of contracts and agreements. Will be responsible for hands-on sales, Account Management and closing of new business to meet the revenue goals.

Responsibilities:

• Leads efforts for identifying Calsoft opportunities in the assigned account.
• Highly credible and able to demonstrate understanding of the relevant client operations and strategies and linking them to the relevant solutions and high-value propositions.
• Qualifying prospects according to Calsoft's delivery capabilities and applicability.
• Articulating Calsoft's value proposition effectively to the prospects.
• Establishing and maintaining high-level executive relationships with the customer.
• Working effectively with both internal and external stakeholders and teams in closing opportunities.
• The ideal candidate should have a minimum of 10 years of experience in sales and business development, of which at least the last 4 years in an account management/client partner role.
• Should be a high-energy, highly motivated individual with an entrepreneurial attitude, with a proven record of building all aspects of a services business from sales to delivery.
• This person will bring a combination of deep industry domain expertise, knowledge of the industry, good client engagement skills, strong delivery understanding, and a deep sense of urgency that is required to manage a rapidly growing business area.

Requirements:

• A degree in Engineering or science.
• MBA or equivalent business degree is desirable.
• Strong understanding of the software development and product engineering services industry.
• Experience with offshore software product development and the global delivery model for software product development.
• Hands-On experience in account-based sales and in managing relationships at senior management level in target customer industry.
• Should have had previous experience selling product engineering services to the Indian captives of ISVs/Software Product Companies and be familiar with the environment and processes.
• Should be an aggressive go-getter with high energy levels and must have an inherent hunger for sales.
• Candidates with knowledge of Storage, Networking, Virtualisation, Cloud, AI/ ML markets and technologies will be preferred.
• Experience selling into US markets is a bonus.
• Should have held revenue targets and have had a track record of achieving targets/quota in the product engineering services space.
• Must be articulate, a strong communicator with good presentation skills.
• Ability to build relationships with peers, cross-functional counterparts, and upper management.
• Ability to establish connections with and sell to executive-level decision makers.
• Ability to work and act independently and be proactive.
• They are committed to helping others be successful.
• Should have Empathy and the ability to understand the customer viewpoint and customer service.
• Should be professional and ethical and must be able to work in a fast-paced environment and juggle multiple deadlines.
• The candidate should be willing to travel as required within India and occasionally to the USA as needed.
• Candidates must have prior experience in selling into LARGE COMPANIES as an account manager.
• Candidate must have been in a front-end sales or account management role.
• This job role would require daily in-person meetings with the customer and is not a WFH role.
• Prior overseas sales experience, especially in the Technology domain, will be a strong plus.
• Seniority Level: Mid-Senior level Industry: Computer Software, Information Technology and Services.