JD for Sales Head - Navi Mumbai Location (Handling EMEA & APAC)Main Accountabilities (6 - 8 bullet points):- Market Potential and Competitive Analysis- Estimate $$$ potential of the market: Obtain IT spends/Roadmap of each Bank and arrive at addressable market- Provide Voice of Customer, Voice of Partner feedback to Marketing/Delivery teams- Provide insight into Competitor activity and Market trends- Provide feedback regarding pricing/promotions/product launches/new business models/key events- Sales planning and Execution- Market mapping and assessment of addressable opportunities- Quota setting and territory allocation amongst self and team members- Relationships with customers/prospects/partners to develop a healthy, qualified pipeline- Manage the funnel effectively & efficiently and with timely reporting and analysis.- Lead key negotiations and deal/contract closure.- Own the Revenue, Gross Margin & Invoice Collection numbers.- Prudent management of Cost of Sales and Cost of Pre Sales- Partner Strategy & Execution- Develop and Articulate Partner strategy & selection criteria- Cultivate and manage relationships with Partners in order to enhance market penetration of our Products and Solutions- Be the escalation point for Partners- Voice of Customer- Be the advocate of the Customer within the Banking unit. Encourage and provide feedback to Implementation/Support/Marketing/Product teams.- Escalation Point for Customers/Partners- Escalate to Exec leadership on Early Warning basisKey performance indicators- Quantitative- Pipeline and funnel management. Qualified Pipeline 3X of revenue target- Revenue vs target- Gross Margin vs Target- Collections: On time- Cost of Sales- Qualitative- Sales Management process: Design the process and execution rigor/rituals- Team management and ability to drive results- Relationships with Customers & Partners- Integrity and transparency- Ability to influence and co ordinate internally in the interest of Customer Satisfaction- Quality and Execution of Sales strategyQualifications and skills- University Degree. Business School preferred- 15 years experience- Strong Relationship management- Ability to attract, develop and maintain talent- Banking experience and Software experience mix preferred- Ability to work independently- Solid knowledge & track record of sales processes & systems- Has his/her own effective and relevant relationships amongst Banks & Partners across Asia- Drive for Results- Organizational agility: Is able to push internal stakeholders in the interest of Customer Satisfaction (ref:updazz.com)
