Strategic Account Manager

Job Description

Delhi
Experience: 8 to 15 years
Job Profile

  1. To establish Strategic Account Business in India in first phase & to expand to other countries.

  2. To manage the software solution sales from strategic accounts.

  3. To manage relationship with strategic large accounts to acquire regular business from them with joint bid participation

  4. Should have good connect among ISVs’ & OEMs’.

  5. To manage large business opportunities through identification, progression up to closureMeet and exceed sales target by order volumes, revenue, region penetration, market share, profitability and growth.

  6. Meet and exceed sales target by order volumes, revenue, region penetration, market share, profitability and growth.

  7. Should have accurate market information on large opportunities pan India

  8. Work internally with Sales, Presales, Marketing to provide support to strategic accounts adequately & timely.

  9. Developing strategies for win- win situation for both organisation & clients

  10. Regular use of sales CRM to effectively plan and measure sales activities.

  11. Lead the process of determining whether a "win-win" business case is possible, and creatively work to develop & shape it.

  12. Maintain objectivity in assessing what types of deals the firm should be doing and what risks are & are not appropriate.

  13. Collaborate across our business to lift win ratios and ensure we're taking the best of CSM Tech to our clients.

  14. Creatively mitigate risks through commercials, solution, and contract portions.

  15. Position CSM Tech to be able to win deliverable and desirable deals with our clients that enhance organisation brand, relationship, and capabilities.

  16. Own & drive pursuit strategy development, including navigating the clients power map, developing appropriate win themes, and tailoring the solution and business case to meet the client's immediate and more macro-priorities.

  17. Build, monitor and orchestrate pursuit pipelines to ensure continuous population of near and long-term opportunities; manage the size, shape, and quality of pipeline through the qualification process.

  18. Use competitive intelligence to develop counter strategies that will neutralize competitive influence on the customers buying decisions.

Candidate Profile

  1. Candidate must possess a comprehensive understanding of Strategic Account needs

  2. Should have effective exposure to ‘Bespoke / Customized IT Application Sales’, ‘Software Sales’ (Not into Hardware Sales)

  3. Should have strong networking and relationship-building skills, with the ability to engage and influence key stakeholders at C suite levels

  4. This role will be handling strategic account business in targeted countries.

  5. Diversity candidates are preferred for this role.

Qualification: MBA / PGDM

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