Enterprise Sales Manager

Key Responsibilities

Market & Account Intelligence

• Identify emerging outsourcing, technology and operations trends within target industries.
• Develop a strong understanding of competitors, their offerings and market positioning.
• Identify potential enterprise accounts and buying triggers

Enterprise Business Development

• Own the sales cycle from prospecting qualification solutioning proposal negotiation closure.
• Identify and acquire new enterprise clients across targeted industries and geographies.
• Build and maintain a strong pipeline of qualified enterprise opportunities.
• Drive new-logo acquisition through account-based selling, outbound prospecting, referrals, networking and industry relationships.
• Develop and execute account plans for strategic target accounts.
• Identify opportunities where clients can benefit from IT, technology-enabled operations, managed services or business process solutions, Back-office and business operations, Process management, Data/catalog operations, Content and quality operations, E-commerce operations, Other technology-enabled business/operations service

Consultative & Solution Selling

• Engage with CXOs, Business Heads, CIOs/CTOs, COOs, Procurement Heads and other senior stakeholders.
• Understand the client's business objectives, existing processes, technology landscape, operating model and pain points to identify opportunities for transformation, outsourcing or managed services.
• Lead discovery discussions, solution workshops and client presentations.
• Build a strong value proposition around cost optimisation, productivity, scalability, quality, automation and business outcomes.
• Lead commercial discussions and negotiations through to closure.

Sales Governance & Reporting

• Maintain accurate pipeline and opportunity information in the CRM.
• Track opportunity stages, probability, expected closure dates and revenue potential.
• Maintain accurate sales forecasts and provide regular updates to leadership.
• Monitor sales metrics including pipeline coverage, conversion, sales cycle and win rates.

Key Performance Indicators

• New enterprise logos acquired
• Revenue / bookings achieved
• Average deal size
• Sales cycle TAT

Candidate Profile

• 8+ years of experience in B2B/Enterprise Sales, preferably in IT Services, Operations Services, BPM/BPO, Managed Services or Technology-enabled Services to mid-sized and large enterprises; .
• Proven track record of hunting and acquiring enterprise clients; International sales experience is must.
• Should have a strong experience in Revenue Strategy & GTM Design; Ability to create and execute multi-channel go-to-market plans, set annual/quarterly revenue targets, and align messaging with buyer need
• Experience managing complex, multi-stakeholder sales cycles involving CXOs, business leaders, technology teams and procurement.
• Strong understanding of outsourcing, managed services, technology services and/or business operations.
• Data-Driven Decision Making especially in market research to be able to define TAM and in identifying addressable clients
• Ability to understand a client's business/process challenges and translate them into commercially viable service solutions.
• Strong commercial and negotiation skills.
• Strong executive presence, excellent presentation, communication and stakeholder-management skills.
• Strong network within enterprise accounts will be an advantage.
• Able to build a network with existing clients and help with organic growth with existing clients.
• Experience with CRM platforms and structured pipeline management; Forecasting & Pipeline Management
• Willingness to travel for client meetings, conferences and business development activities.