About the Role:
CRM will have the portfolio of set of existing clients. However, in managing the growth industries, we also require business acquisition from the new customers we are focusing on. The prime role is to get a large deal in the assigned clients and to ensure the existing project to continue / extend.
Role and Responsibilities:
- CRM is responsible to get the RFP and lead the pursuit until the deal closes.
- Need to update Winzone, UPLF and Quip frequently. By involving stakeholders in the local service line team, consultants, offshore team. Reporting to SBU head.
- The performance will be measured by the revenue size, growth rate, TCV and the customer satisfaction.
- CRM must have good communication skill (not just emailing but also interactive discussion, organizing meetings, connecting the right PoC) and organize the bid defense calls on time.
- CRM must take the ownership during the sales cycle along with Service Line Specialist, Client Partner, Customer Relationship Manager, Field marketing and Engagement Delivery Partner/Lead for both domestic and global. The budget will be determined by the company every year so CRM should prepare the thorough account plan before the budgeting cycle.
- The mission of CRM is to get the RFP from the assigned clients. Not just waiting for clients to provide but proactively plan and visit the client, introduce our capability, solution offerings, and case studies based on the account study conducted beforehand.
- Take the ownership of entire sales cycle and lead the bid defense cadence with the team.
- Create the account plan and update Quip, for all activities and contact must be reflected Winzone with accuracy.
Skill and Experience:
- Must have worked in sales role atleast for 10+ years and preferably MNC with global presence
- Must have handled service/product selling in IT/Allied industry
- Particularly, Sales experience with financial clients and experience building relationships with client executives
- Must have experience managing an onsite and offshore team as an account lead
- Must have understand trends in the APAC market, effectively leverage Cognizant's global experience, and be able to formulate strategies and make proposals to clients.
- Must understand rate/billing models, how to derive profitability based on selling price
- Must have worked in any CRM based Sales tool (like Salesforce, SAP etc.,)
- Must have the ability to quickly grasp allied concepts around Sales like sourcing, fulfillment
