DFS BD Manager - Telco Key Account

• Business Development or Pre-Sales experience of 6+ years in software products, platforms or ITES, managing existing and new customers.
• Consistently achieved 1-2 Mn. USD + annual quota of order booking / revenue target and won new logos/ clients.
• Experienced in preparing customized customer presentations/ pitch decks and conducting product / platform front-end / back-end demonstrations.
• Expertise in RFP/RFI participation, filling functional/ technical compliances, preparing technical/ commercial proposals, bid defense decks, commercial negotiations.
• Comfortable with basic MS-excel functions, number crunching, formulas, tables etc. to simulate different commercial models/scenarios, cost, margin and profitability analysis.
• Strong communication, collaboration, negotiation and interpersonal skills
• Adept in dealing /communicating with multi-geography, international customers.
• Has experience of travel, stay and commuting in few international locations.
• Ability to work in fast paced environment and travel internationally on short notice.
• MFS, DFS, Banking, Payments, Mobile Money / Wallet domain experience is desirable.
• Exposure to software development /delivery/ product lifecycle/ UI /UX/ is desirable.

Key Responsibilities:

• Achieve the revenue targets set for the product line & product unit to ensure organization targets are achieved
• Building an efficient pipeline for all the products, Constant engagement with sales team to find out new opportunities to target.
• Increasing the visibility of the product, Getting sales acquainted with product benefits & features to effectively position the product
• Increase the customer base by identifying the new prospects.
• Analyze the growth prospects in specific region.
• Finding the existing product line of customer from public databases
• Targeting new products based on customer requirement, Lead generation
• Identify the new opportunities from existing customers
• Look for opportunities to grow existing accounts through strategic account planning and strategic selling
• Ensure operators are adhered to licensing framework to avoid revenue leakage.
• Track product/license upgrade opportunities & AMC, Change Request Management
• Analyze the opportunities for up-sell and cross-sell of products
• Evaluating the synergies with other products
• Analyzing the customers with deployment of those products
• Building a solution approach to sell
• Pricing & RFP response
• Commercial response for all RFPs
• Developing innovative business models to meet customer requirements
• Documentation & Presentation to explain the product features and benefits
• Market & Operator analysis to obtain best prices for the product
• To meet sales demand
• Single point of contact for all sales requirements
• Providing sales with all relevant data required as part of RFP requirements
• Assist the assigned manager in sales and marketing collateral preparation
• Support the assigned manager in the implementation of the sales plan for a defined region