You will be responsible for winning new customers as assigned to you from the Market Segmentation done for the respective business unit. You will be working on deals associated with the prospects, orchestrating the internal tools/competencies to showcase the company to your prospect and owning the opportunities that come along the way to respond. The success criteria are not only to close the MSA or any form of supplier enrolment agreement; but also to win deals in BAU, key & large deals from the prospect.
What You’ll Do
- Conceptualize the solutions to complex business problems using Virtusa’s capabilities as part of pursuit response.
- Developing competitive proposals and presentations in collaboration with deals team, that effectively address the needs of potential customers and position Virtusa as the leading solution provider.
- Structuring complex deals, negotiating commercial terms, and winning contracts through close collaboration with our multi-disciplinary team of offerings, delivery, friends of sales, executive management to create world class, differentiated proposals that highlight our services and position us to outperform our competition.
- Interact with senior management levels at a client and/or within Virtusa, which involves negotiating or influencing on significant matters.
- Provide leadership and vision to the Account team to achieve business goals and objectives.
- Drive business development efforts to expand the client base and increase market share in the Telco Business Segment.
- Build and maintain strong relationships with clients.
- Develop and implement sales strategies and initiatives to achieve revenue targets.
- Implement best practices in IT service management, project management, and operational processes.
- Monitor key performance indicators (KPIs) to assess operational performance and make data-driven decisions.
- Develop and manage the account budget, ensuring financial targets are met.
- Monitor financial performance, manage costs, and optimize resource allocation.
- Maintain high standards of data security and privacy in accordance with appropriate laws and business requirements.
- Represent the company at industry events, conferences, and forums.
- Communicate effectively with internal and external stakeholders to promote the company’s interests.
- A minimum of 15+ years of experience in a client facing role or sales role in the IT professional services or management consulting firm.
- Experience managing quarterly revenue targets and pipeline management, leading the sales process from initial customer meeting through to proposal and contract closing alongside management.
- Experience with the global service delivery model
- Strong strategic planning and business development skills.
- Excellent leadership and team management abilities.
- In-depth knowledge of IT services, solutions, and market trends.
- Proven financial management and budgeting skills.
- Strong communication, negotiation, and interpersonal skills.
- Ability to navigate complex business environments and drive change.
- Bachelor's degree required; Post Graduate Diploma in Management/MBA degree is preferred.
- Travel as required.
