Wednesday, August 25, 2010

Senior Sales Executive - BPO / ITO

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Summary:

Works under limited direction and leverages management, industry, operations, programming, and/or product development experience to formulate proposals that will serve prospect business requirements. Ensures that contractual obligations are feasible from a financial, operational, technological and delivery perspective.

Must have BPO and ITO sales experience.

Essential Duties and Responsibilities:

• Significant relationships with corporations is preferred
• Serves as the new sales representative in supporting the new sales targets set by Commercial Technology Management.
• Develops proposals, RFP responses and contracts for large and complex prospects and clients.
• Develops and conducts presentations and product demonstrations for multiple services for prospective and current clients, financial and non-financial organizations.
• Acts independently in determining areas that need to be evaluated or technical resources required to gather detailed information needed to complete a pro forma, craft a solution, or develop a final proposal.
• Crafts effective, unprecedented solutions of any complexity based on own knowledge of company's information technology services as well as an analysis of client's business and technical requirements, research and input from others. These business solutions are a key factor in winning the client/prospect account.
Ensures operations, delivery, financial and corporate feasibility, viability and profitability of large and complex proposals. Reconciles deal components and solutions into common vision, approach and plan.
• Contributes to discussions about specific business opportunities in own specialty area and the potential risks and benefits of emerging technologies.
• Identifies gaps between business processes, system solutions and client needs. Uses own expertise and input gathered from other internal resources to identify appropriate ways to fill gaps.
• Provides input to entire sales team regarding modifications to a sales solution that may affect contract pricing.
• Assists in development of project plans, resource requirements, documentation, and implementation schedules to implement the contracted solution.
• Coordinates corporate resources, outside advisors and horizontal support resources in developing a solution.
• Attends trade shows and conferences to conduct product demonstrations and network with prospects about company's services.
• Performs other related duties as assigned.

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Complexity of Work:

Complex; established procedures not available. Major decision-making. Travel required - 50%.
Education: Bachelor's degree from a four year college or university in a related field.

Experience:

10-15 years experience in new sales of external clients in the area of Technology Outsourcing and equivalent combination of education and experience.

Knowledge, Skills and Abilities:

• Proven sales record of finding and signing long term ITO contracts
• Thorough knowledge of Managed ITO Services
• Thorough knowledge of standard concepts, practices, and procedures within technology sales
• Considerable knowledge of current and emerging technology trends pertinent to Outsourcing (e.g., products, vendors, business uses)
• Skill in client relationship management
• Ability to identify client/prospect needs and concerns and represent company's best interests
• Ability to help client clearly identify problems or issues
• Ability to understand business issues and trends along with their industry and client implications
• Ability to articulate advantages of services over those of competitors
• Ability to analyze business needs of clients/prospects and determine related information technology requirements
• Ability to develop persuasive and convincing communications that sway decision-makers
• Ability to communicate effectively verbally and in writing with a wide variety of technical and non-technical audiences
• Ability to contribute to discussions about specific business opportunities and the potential risks and benefits of emerging technologies
• Ability to discern and professional capitalize on the political forces within the client's organization
• Ability to estimate personnel, time and other resources required for project completion
• Ability to effectively utilize available technical tools
• Ability to establish and maintain effective working relationships with employees, clients, vendors, and the public




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