USA Sales -Microsoft Dynamics

Position Name: US Sales -Microsoft Dynamics

Job Location: Texas, USA

Key Result Areas:

• Responsible for fulfilling Order Booking and Revenue Budgets for a specific region covering a group of Business (LOB)
• Responsible for successfully driving large pursuits (> $2 Mn in Size) that will result in multi-year annuity business

Responsibilities:

1. Focused on Microsoft Dynamics business driving large pursuits (> $2 Mn in Size) that will result in multi-year annuity business
2. Manage entire RFI/ RFP Pursuit Lifecycle across the following:
3. Coordinating Bid Strategy discussions with Operations Team and Regional Sales Lead & Global Sales Head
4. Constitute response team within/across LOB-s (as required) and assign appropriate R&R for the entire pursuit lifecycle o Manage client communication in building solution proposal
5. Construct messaging (including executive/value proposition)/response structure and coordinate response development
6. Develop financial model in coordination with Client Acquisition and Delivery team o Review legal and other financial terms in coordination with Regional Sales Lead & Global Sales Head
7. Coordinate defense/ orals preparation in coordination with Client Acquisition/Delivery team
8. Conduct research on industry/ regional trends as it applies to solutions, engagement models, service delivery models, commercial models and share with Marketing team
9. Working with Business and Delivery teams to come up with innovative/new service offerings, service delivery models for addressing new markets
10. Help in creation of new sales collaterals for the business unit e.g. whitepapers, brochures, sales playbooks, presentations etc.
11. Align with the Principal OEMs to understand their roadmap and manage & collaborate in the solution building activity
12. Review account interlock performance on a monthly basis and present integrated reporting on YTD Actual, contracted to end of year and pipeline data to Regional Sales Lead & Global Sales Head
13. Present status report on pursuits on a weekly basis (including win/ loss report)

Qualification:

Essential:

Educated to degree level and holds a professional qualification.

Preferred:

Holds a professional qualification like MBA in Sales & Marketing

Experience:

Essential:

Has overall experience of 12+ years including at least 7+ years in IT Service industry and has at least 5 years of experience of being in similar role in the USA Region wherein he can contribute through his past contacts of Microsoft Dynamics customers in the same market

Preferred:

Has achieved proficiency in the Task of Managing Business including P&L in IT industry and have worked previously in the region where the role is being assigned

Behavioral aspects:

Essential:

Shows evidence of good analytical ability and attention to detail with strong commercial skills. Has good knowledge of a wide area of information systems concepts and practice, both within and beyond own organization, including all stages of systems development

Preferred:

Has proven people management skills with in-depth knowledge of own organization-s policy framework, management structures and reporting procedures for all aspects of the IT Services environment and related activities (sales & marketing)