Job Family Descriptor

Developing the companys longrange sales strategy and forecast sales volumes for the entire organization build customer and partner relationships and conduct territory planning and segmentation Identify sales opportunities and conduct feasibility checks to ensure maximum conversion of these opportunities to generate revenue as per sales strategy targets Position and promote the partner value proposition Annual revenue quota booking roles Responsible for anchoring Account Relationship and Account Strategy in the assigned set of enterprise accounts through deep and strategic customer engagement Lead and own opportunity progress on CRM system Salesforcecom and manage deal progressionclosure by ensuring cross functional teams BD Teams Bid Management Solutions Legal Commercial etc collaboration Digital sales involves the use of virtual channels to reach out to prospects provide education and ultimately offer a solution that uniquely meets their needs The Digital Sales Representative DSR is a Quota Carrying role accountable for proactively prospecting new business opportunities upselling to existing customers and exceeding monthly quarterly and annual targets and maximizing revenue opportunity across the respective region in India The primary focus is on managing revenue and growing the Enterprise Business across geographies Manage and coordinate the overall operation of the BU to support large complex bids with customers Provide operations support to sales professionals in the areas of pricing bidding creating contractsproposals invoicing etc manage new initiativesopportunities that may involve coordination between the sales channel and other organizations such as Marketing Product Management IT etc Responsibilities may include but are not limited to the following Sales process activities of the business segment Billing Orders Agreements Bilaterals swaps Market Management etc coordinating between different teams or stitching together proposals and ensuring timely responses to RFPs

Broad outline of the Role
Develop sales plans to achieve annual target Allocate targets to team based on nature of accounts and market dynamics Monitor target achievement by account Engage with key customers to understand their technical requirements and price points Provide support to team where required for opportunity closure May lead important projects that require providing experienced project team members with instruction guidance and advice in all aspects of the project to ensure delivery of quality outcomes Tactical role which provides a marked contribution to defining the direction of new products processes standards or operational plans based upon business strategy with a significant mid term impact on business unit overall results Identifies problems and significantly improves changes or adapts existing method and techniques Focus is on implementation and control rather than policy and strategy development Impact of decisions made is short mid in nature May have involvement in regional projects but as a team member rather than project leader Education Engineer MBA Experience 7 12 years in sales preferably in the telecom industry

Size and Scope of Role - Total team size

Individual Contributor role

Minimum qualification & experience

12-15 + years of experience

To have had direct experience bid managing large, complex and strategic bids.

APMP accreditation will be of added advantage

International Exposure in US Or UK market

Flexible with UK/US shift

Other knowledge/skills

Excellent communication skills

Excellent time and project management skills

Excellent written English

People Management

Collaboration

Proactive

Ability to work under pressure

Detail Oriented

Key Responsibilities

Responsible for managing large and complex strategic bids
To be the custodian of the bid management process and ensure that it is communicated to, understood by, and complied with by all stakeholders in the process.
Provide a deal Qualification framework, working with a core team of the Sales, Service Wrap, Commercial Management, Product, Solutions, Legal, Delivery, Assurance teams etc. in order to commit time and resource to pursuing large and complex bid opportunities.
To apply the bid process for Qualified bids including holding regular bid reviews with the core team
Responsible for producing a bid plan and timeline to ensure that all input required for the bid proposal document is clearly communicated to all stakeholders together with a timeline
Responsible for producing a risk register for all large and complex bids and ensuring input is received from all stakeholders together with proposed risk mitigation.
Responsible for ensuring that all internal approvals are obtained in a timely manner before the bid proposal is released.
Responsible for the handover from Bid to 'in-life' management of the contract once a bid is won, either to Service Delivery, Program Management, CSM teams etc.
Responsible for providing high level reporting to Senior Management of the status of all large and complex bids that are in progress.

Knowledge / Skills