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Senior Vice President – Strategic Account
2 months ago
Role Description | Key Deliverables
Position: Senior Vice President – Strategic Account
Location: Bay Area, USA
Reports to: EVP & Head of HTM
The SVP/VP – Strategic Account will be responsible for leading Sales and developing the company’s business plan and growth strategy for a key Strategic Account
Key Result Areas
· Orchestrates and leads the execution of the strategic account strategy.
· Responsible for establishing and achieving sales targets in alignment with the strategic business plan and growth goals.
· Build a strong and trusted advisor relationship at the CXO level including the lines of business.
· Drives and identifies co-innovation opportunities, then facilitates moving from pipeline to delivery of the opportunities.
· Creates and manages a strong customer governance model, and ensures that the assigned customer sponsor is appropriately engaged.
· Leads Integrated Account Planning and ensures that footprint is expanded with the involvement of all relevant Lines of Business and strategic engagement.
· Provide effective leadership that will reinforce all aspects of the sales process, including lead generation, proposal development, oral presentations, and contract negotiation for rapidly evolving service offerings.
· Responsible for managing the growth of the strategic account in the US, Europe & Rest of the World.
· Perform accurate and timely regional reporting as defined. Track, monitor and report key performance metrics and identify opportunities for improved sales efficiencies.
· Planning key strategic initiatives, identifying growth accelerators & driving expansion in the account
· Provide guidance on value proposition, positioning & market strategy.
· Complete market research and analyse results to adjust sales and marketing strategy for maximum success.
· Provide detailed, accurate and predictable sales forecasts.
· Work collaboratively across teams - including Delivery, Practice etc.
· Managing talent effectively to ensure a robust pipeline of leaders to lead the businesses.
· Creating an environment that promotes great performance and positive morale.
Desired Candidate Profile:
The successful candidate will ideally have the following attributes:
· Qualified engineer, &/or a Master’s degree/MBA will be an added advantage
· Deep understanding of industry-specific operations in Hi-Tech and manufacturing and ability to engage in detailed discussions with various client stakeholders (business stakeholders such as Dir/VP of business unit, CFO/COO etc.). Strong credentials in managing large-scale accounts.
· 15 + years in Sales & Account Management/ Client partner experience with P&L orientation.
· Prior Cisco experience/ understanding of the account/ relationships at VP level and above in Cisco. (preferred)
· Based out of San Jose (preferred)
· Deep understanding of the IT Consulting industry, and be able to engage client executives in detailed deal, solution, transition, and transformation shaping discussions
· Consistent record of growing a business successfully over the years through strong client relationships and a deep understanding of the Hi-Tech sector.
· Metrics-driven sales management style; Knows the numbers and focuses on constant and never-ending improvement.
· Strong analytical and quantitative skills; ability to use hard data and metrics to back up assumptions, and recommendations, and drive actions.
· Ability to think creatively, demonstrate entrepreneurial attitude and win the trust of various stakeholders.
· Effective communication and influencing skills to manage key internal and external stakeholders.
· Proven ability to influence cross-functional teams.
· People-oriented leadership style with a focus on building strong teams. Should be empowering, but should also be available to the team to provide solutions in critical situations.
· Strategic mindset and professional business acumen along with a high level of emotional quotient
· Ability to operate in a fast-paced entrepreneurial and highly matrixed organization.
