01Overview
Role: SCM Presales and Solutions Head
Location: PAN India
Skills Required:
- 18+ Years of experience in Sales and Business Development.
- Experience in leading a team of solution experts to create futuristic Supply Chain Mgmt and Sourcing & Procurement value chain.
- Understanding of key technology led interventions like AI/Gen AI in the applicable domain and service areas.
- Proven track record of winning large deals in the SCM and S&P areas.
- Experience selling to enterprise clients across industries like Manufacturing, Life Science and Health Care, Technology Solution and Service Providers, Telecom and Media, Energy, Resources and Utility etc.
Responsibility:
- Lead and guide a team of solution experts to curate futuristic solutions in Supply Chain Mgmt and Sourcing & Procurement value chain.
- Acquiring new logos/business by working in a collaborative manner with our Geo sales teams & Business Group / Industry Service Unit teams.
- Work with ISU/BG to create proactive opportunities and pipeline to drive growth.
- Conduct presentations and knowledge sharing sessions (with customer, analysts and internal teams) with focus on Value Articulation and Right Positioning of SCM and S&P Solutions and Services.
- Drive towards improve our market positioning in the various Analyst reports.
- Responsible for Demand Creation, Demand Capture, Customer relationship, Driving Opportunity Pipeline & Management, and managing Sales Cycles to meet Sales Targets.
- Deep understanding of industry specific SCM and S&P processes, precipitate client pain points and develop specific solutions addressing customers needs.
- Good understanding of the addressable market, macro/micro market trends, competition, emerging industry challenges etc.
- Expert in shaping large and mult-tower deals (>$25M).
- Train and coach team members on sales techniques and SCM as well as Inspire the team to raise the bar in delivering their targets.
- Develop and implement sales strategies to increase Pipeline/ revenue.
- Analyse data to identify areas for improvement/win rate.
- Monitor and evaluate team members performance.
- Conduct and participate in regular sales review meetings to discuss targets, performance, and win strategies.
- Review MSA/contracts for onerous (critical) clauses before signoff. Flag off risks to mitigate. .
