Key Responsibilities:

• Works with the regional Sales Leadership and decision makers to assist with the development of a sales strategy that will deliver the strategic objectives as outlined in the global and regional organizational strategy.
• Defines the way the sales force will approach the market and to determine the targets that the sales force should achieve and strive to exceed.
• Provides input into and ensures that sales procedures and policies as defined by the sales leadership are implemented and followed.
• Drives the alignment to the sales and organizational strategies by creating operational plans and identifying areas for continuous improvement in the sales process.
• Responsible for operational management of the team which, creating and executing on plans and reporting on the team activities in the required forums.
• Engages in account planning and assists the Client Manager in opportunity qualification for large or complex deals.
• Engages with vendors and partners to create go-to-market strategies with their sales teams.
• Acts as mentor/coach and advisor that assists the sales force to set and keep to priority activities.
• Takes final responsibility for the update and accuracy of sales tools/systems and sales reports.
• Tracks sales performance analyzes metrics and adjusts sales plans as needed.
• Stays informed about industry trends, competitor activities and emerging technologies and uses insights to adapt sales approaches to stay ahead of the curve.

Knowledge and Attributes:

• Sales business acumen. The skills supporting successful selling through organizational and business outcome mindset. Success will require focusing on planning, leveraging tools and data, and concentrating on company business requirements. Developing the skills to understand the client’s business (including commercial and financial aspects) in order to bring value to them from the companys portfolio of services.
• Sales client engagement and management. The skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. Success will require detailed understanding of client needs, effective sales planning, and building trust, all while managing to client expectations. Developing the skills required to know the client, building effective and lasting relationships with them and to be seen as a trusted advisor.
• Sales solution skills. The knowledge of the companys offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor. Success will require the ability to link the organizational offerings, including high-value services to specific client and prospect needs and outcomes.
• Sales resources optimization. Building internal relationships, working with pursuit teams and leveraging vendors as resources throughout the sales cycle.
• Sales pursuit. The skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.
• Sales strategy execution. The skills to ensure that the sales strategy is aligned to the business strategy.
• Sales business management. The skills to ensure that target setting, and associated processes is aligned to meeting the target.
• Sales talent management and enablement. The skills to ensure that results are achieved through effective talent management.

Academic Qualifications and Certifications:

• Bachelors degree or equivalent in business or marketing or a related field.

Required Experience:

• Extended experience in a sales management role, preferably gained within a global technology services organization.
• Extended sales work experience gained within a similar environment.
• Extended strategic planning and operational execution experience.
• Extended track record of meeting / exceeding sales targets and driving business outcomes.
• Extended experience negotiating on extremely critical matters.
• Extended go-to-market planning and execution experience.