Territory Sales Manager - New Delhi - Micro Focus
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General overview of the role: Responsible for managing a set of Named accounst or a specific region to drive Sales,Client satisfaction & managing relationship & succeed with your revenue objectives for the year. Job responsibilities and duties Manage Named Accounts or a defined territory Customer Relationship Management Account Planning & Go to market Strategy Licensing, Pricing & Negotiations Work through the teams within the Organisation Partner Engagement & GTM plans with the Partner Manager . Customer Satisfaction and Feedback Management Skill Requirements Should have experience of managing large Named/ Strategic Accounts incluidng Enterprise, Govt & PSUs & should have had the experience of carrying & achieving a License Sale quota of $ 1 Million + Creating attack plans/activities plans for each quarter for the territory to acquire target accounts to build qualified pipeline. Pipeline Management & accurate forecasting to achieve revenue targets Working with the Marketing Team to provide feedback on whats required to done by them to support demand generation in their assigned territory.
Follow up on Leads & manage the CRM system to reflect the appropriate picture on the Pipeline forecasts & updates Have a fair underdtanding/knowledge on the competition in the region & work wiht the Product Management teams to counter them Knowledge of mainframe modernization tools will be an added advantage Knowledge of system integrators & Regional Partners will be desirable Experience in handling large complex sales,pricing,negotiations & innovative structuring of deals etc is required. Experience Over 10-12+ Years of successful sales experience and a proven track record of driving business for IT software & services in the assigned region or accounts. Proven Sales & Client Relationship Management skills along with strong personal skills Should be a Hunter ( Go –Getter), have a good attitude to learn , be earnest to build a strong pipeline & be patient with long Sales Cycle. Proven experience in managing and negotiating large, complex deals from start to finish & navigate through internal Orgs & the client org to get things done.
Ability to put up a strategy to meet the Revenue & Organisational objectives. Effective communication & interpersonal skills, including virtual teaming skills Be a self starter & be self motivated to be drive business & do what its takes to be sucessful. Strong skills in managing the CXO level relationships