Company Description
Our client is part of a multinational business conglomerate, with a rich history of more than 50 years in guiding some of the world's largest businesses through transformative journeys. Their consulting-led approach, powered by cognitive technologies, offers a comprehensive portfolio of business, technology, and engineering services and solutions.
With their full-service capabilities, they empower clients to thrive in all circumstances. From cloud migration to accelerating innovation and enabling new business models, our client has been instrumental in driving competitive differentiation. Now, as businesses adapt to evolving landscapes, they continue to support clients in transforming operations, fostering agility, resilience, and efficiency.
Our client's commitment to innovation and collaboration is driven by the belief that together, we can transform futures with purpose. Join us in shaping the future of technology and business, where every idea counts and every innovation matters.
Job Description
We are seeking a dynamic individual to fill the role of Regional Sales Leader within our client's Manufacturing & Tech Unit sales team, focusing on the Southeast Market region. This leadership position will play a crucial role in driving regional sales and business development strategies alongside our client's dedicated team. The industries under this unit span across Automotive, Industrial Manufacturing, Aerospace & Defense, Chemical & Process, Agri & Paper, and Technology including Software Services.
As the Regional Sales Leader, you will serve as both a coach and a hunter, leading the charge in acquiring new clients while guiding and motivating your team. Your main objective will be to drive consultative sales across our clients entire portfolio of IT Managed Services, ERP Transformation, Business Consulting, Digital Services, BPO, ADM, IS, and Engineering Services for targeted firms.
Accountabilities:
- Achieving sales quotas, both in Total Contract Value (TCV) and Revenue, as set by the Market Unit Head.
- Generating leads, prospecting, and managing sales activities to cultivate a robust opportunity pipeline.
- Driving a proactive deal creation process by aligning with the CEOs' agendas in targeted companies.
- Establishing and nurturing long-term relationships and referrals with senior management at targeted firms.
- Managing the end-to-end sales process for all opportunities, from initial client communication to contract execution.
- Collaborating closely with large deal teams, pre-sales teams, and delivery teams to ensure proposed solutions meet customer needs.
- Providing ongoing support to customers throughout the engagement lifecycle to ensure total satisfaction.
- Conducting market research and competitive analysis to inform sales strategies.
- Demonstrating exceptional communication and presentation skills to build credibility and trust with clients.
- Managing the day-to-day progress of the sales team, comprising individual contributors.
Qualifications
- Brings more than 20 years of expertise in selling IT Services, with a minimum of 10 years of regional experience, ideally within a leading IT services and products firm, and with prior collaboration with offshore teams.
- Proven leadership skills with a strong hunter profile and a track record of successfully closing large deals.
- Consistent over-achievement of client acquisition and sales revenue targets.
- Extensive local network and access to alumni, local associations, and industry associations within the region.
- Thorough understanding and knowledge of the Manufacturing and Technology industries.
- Demonstrated ability to initiate proactive discussions and engage CXOs in deal-making.
- Excellent communication, negotiation, and relationship-building skills.
- Ability to collaborate effectively with cross-functional teams.
- Demonstrated leadership abilities with a focus on motivating and developing team members.
- Experience managing supplier selection processes, including issuing and responding to RFIs and RFPs.
- Partnering with Third-Party Advisory Firms such as ISG, Avasant, and major management consulting firms like BCG, McKinsey, KPMG, etc.
- Understanding of the customer's buying process.
- Ability to maintain a strong sales management focus throughout sales cycles, which typically span six to nine months.
- Proven capability to navigate complex negotiations with senior-level business and technology executives.
Travel Requirements:
The candidate should anticipate regular travel to regional prospect and customer locations to support lead generation, sales presentations, contract negotiations, engagement implementation, and ongoing relationship building.
Education Requirements:
Bachelor's degree in Business Administration, Marketing, or related field preferred.
Compensation includes a competitive base salary range of $200,000 to $240,000 plus variable incentive. Salary is determined by location, experience, and internal equity.
