Virtusa
Job Description - Director-Client services (51763)
Job Description
Director-Client services - ( 51763 )
Description
Summary of Position Youwill be responsible for driving new sales in Virtusa’s rapidly growing Technology,Media and Telecommunications (TMT) business. The position focuses on selling softwaredevelopment and IT services across Digital Transformation (DT) and CloudTransformation (CT). This includes high value services such as digitalconsulting, UX, mobility, digital marketing, digital engineering, clouddevelopment and migration, data/analytics, AI/ML, and more.
The target market is large enterprise or uppermid-market. The industry focus would be selling into the Technology segment (softwarecompanies, platform companies, etc.) with a focus on the east coast and centralregions. This role is a direct sales position that will report into the head ofTMT sales but work very closely with the Technology segment leadership team.
Thisis a quota carrying, commissioned sales role that will measure targets on amonthly basis. There is a significant emphasis on developing pipeline, meeting orderbooking targets and developing partner channels. You should have a proven trackrecord of being an over-performer/exceeding quota. You should beself-motivated, detail oriented, good multitasker, and comfortable with usingtechnology as part of the sales cycle.
Youmust have experience in working at a consulting or services firm that has focusedon selling digital services to the technology industry. You must be comfortablespeaking with technology buyers such as CIO, CTO, VP of Engineering, ProductOwners/Managers and as well as non-IT buyers such as the CMO, Chief DigitalOfficer (CDO), head of support or line of business owner. You are able tointeract at a strategic level, convey complex concepts and articulate value.
Responsibilities
You will workclosely with our technology segment team to position Virtusa as a leading providerof Digital Engineering services to acquire new clients in the technology market.
You will work with the technology segment team to identifytarget accounts and develop pro-active propositions and proposals to buildpipeline. You will network, develop offers and campaigns, collaborate with ourpartner channels, attend events and meet-ups and execute cold calls in supportof pipeline development. You are able to quickly qualify deals and move themthrough the pipeline process. You are comfortable collaborating with amulti-disciplinary global team from digital technology, business subject matterexperts, inside sales, marketing, executive management, and our partners. Youwill acquire new accounts that are high potential and are on our Target AccountList (TAL).
Your will takepoint on driving the sales process and ensuring world class presentations andproposals.
You are able to understandand articulate client and prospect business objectives, pain points and describethe overall opportunity. You provide direction to our internal solution teamstocreate solution propositions that address client business needs and differentiateus from the competition. You are able to structure complex deals, negotiatecommercial terms and position our services as high value to preserve ourmargin. You are comfortable leading and orchestrating oral presentations andable to take deals across the finish line. You understand how to close a deal.
You are ableto quickly develop trusted client and prospect relationships that enable rapid expansion.
You are not single threaded. You areable to quickly identify multiple stakeholders and multiple areas ofopportunity within an account. You are able to diversify opportunity andrevenue streams. You rapidly cross sell the full catalog of digital solutions.You are able to construct larger opportunities by building upon successes. Youare ableto navigate to the business and executive sponsors. You are ableidentify competition and construct takeover plays.
Qualifications
Strong business development skills, must haveexperience in quota carrying position
Experience selling into the technology or softwareindustry
Experience in working with partnerships and channelsto drive new business
Ability to qualify opportunities and progressopportunities through the pipeline
Solutions-oriented by nature and is consultative inapproach to selling
Experience selling digital services digital such asmobility, UX, digital marketing, cloud, web content management, ecommerce,analytics, AI/ML, etc.
Ability to drive marketing campaigns and willingnessto cold call prospects
Strong customer presence that can quickly buildpositive customer experience
Good relationship, networking capabilities and arolodex that can be used to jumpstart your pipeline
Creative thinker and deal maker and able to structurecomplex deals
Able to generate large, strategic deals with annuitycomponent
Detailed oriented and able to drive a sales process toclosure
Demonstrated successful proposal development andpresentation skills to include strong oral and written communication skills
Capable of selling at a C-level and developingsponsorship to drive deal closure
Comfortable working in a hands-on environment andpossesses an entrepreneurial spirit
Excellent communication and presentation skills
Able to develop effective presentations with limitedsupport
Experience using SFA tools (i.e. Salesforce.com) and an understanding ofa staged pipeline process
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Job Description
Director-Client services - ( 51763 )
Description
Summary of Position Youwill be responsible for driving new sales in Virtusa’s rapidly growing Technology,Media and Telecommunications (TMT) business. The position focuses on selling softwaredevelopment and IT services across Digital Transformation (DT) and CloudTransformation (CT). This includes high value services such as digitalconsulting, UX, mobility, digital marketing, digital engineering, clouddevelopment and migration, data/analytics, AI/ML, and more.
The target market is large enterprise or uppermid-market. The industry focus would be selling into the Technology segment (softwarecompanies, platform companies, etc.) with a focus on the east coast and centralregions. This role is a direct sales position that will report into the head ofTMT sales but work very closely with the Technology segment leadership team.
Thisis a quota carrying, commissioned sales role that will measure targets on amonthly basis. There is a significant emphasis on developing pipeline, meeting orderbooking targets and developing partner channels. You should have a proven trackrecord of being an over-performer/exceeding quota. You should beself-motivated, detail oriented, good multitasker, and comfortable with usingtechnology as part of the sales cycle.
Youmust have experience in working at a consulting or services firm that has focusedon selling digital services to the technology industry. You must be comfortablespeaking with technology buyers such as CIO, CTO, VP of Engineering, ProductOwners/Managers and as well as non-IT buyers such as the CMO, Chief DigitalOfficer (CDO), head of support or line of business owner. You are able tointeract at a strategic level, convey complex concepts and articulate value.
Responsibilities
You will workclosely with our technology segment team to position Virtusa as a leading providerof Digital Engineering services to acquire new clients in the technology market.
You will work with the technology segment team to identifytarget accounts and develop pro-active propositions and proposals to buildpipeline. You will network, develop offers and campaigns, collaborate with ourpartner channels, attend events and meet-ups and execute cold calls in supportof pipeline development. You are able to quickly qualify deals and move themthrough the pipeline process. You are comfortable collaborating with amulti-disciplinary global team from digital technology, business subject matterexperts, inside sales, marketing, executive management, and our partners. Youwill acquire new accounts that are high potential and are on our Target AccountList (TAL).
Your will takepoint on driving the sales process and ensuring world class presentations andproposals.
You are able to understandand articulate client and prospect business objectives, pain points and describethe overall opportunity. You provide direction to our internal solution teamstocreate solution propositions that address client business needs and differentiateus from the competition. You are able to structure complex deals, negotiatecommercial terms and position our services as high value to preserve ourmargin. You are comfortable leading and orchestrating oral presentations andable to take deals across the finish line. You understand how to close a deal.
You are ableto quickly develop trusted client and prospect relationships that enable rapid expansion.
You are not single threaded. You areable to quickly identify multiple stakeholders and multiple areas ofopportunity within an account. You are able to diversify opportunity andrevenue streams. You rapidly cross sell the full catalog of digital solutions.You are able to construct larger opportunities by building upon successes. Youare ableto navigate to the business and executive sponsors. You are ableidentify competition and construct takeover plays.
Qualifications
Strong business development skills, must haveexperience in quota carrying position
Experience selling into the technology or softwareindustry
Experience in working with partnerships and channelsto drive new business
Ability to qualify opportunities and progressopportunities through the pipeline
Solutions-oriented by nature and is consultative inapproach to selling
Experience selling digital services digital such asmobility, UX, digital marketing, cloud, web content management, ecommerce,analytics, AI/ML, etc.
Ability to drive marketing campaigns and willingnessto cold call prospects
Strong customer presence that can quickly buildpositive customer experience
Good relationship, networking capabilities and arolodex that can be used to jumpstart your pipeline
Creative thinker and deal maker and able to structurecomplex deals
Able to generate large, strategic deals with annuitycomponent
Detailed oriented and able to drive a sales process toclosure
Demonstrated successful proposal development andpresentation skills to include strong oral and written communication skills
Capable of selling at a C-level and developingsponsorship to drive deal closure
Comfortable working in a hands-on environment andpossesses an entrepreneurial spirit
Excellent communication and presentation skills
Able to develop effective presentations with limitedsupport
Experience using SFA tools (i.e. Salesforce.com) and an understanding ofa staged pipeline process
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