Responsible for business development (increase market share by acquiring new clients and/or selling new business solutions to existing clients), customer satisfaction and nurturing the existing relationship. Also, responsible for selling new business, driving business pipeline, leading the entire sales cycle, and to ensure branding and awareness opportunities within internal stakeholders.

Responsibilities
• Identify new customer needs/business/technology trends for potential offerings using Trends Implications Possibilities and Solutions (TIPS)
• Identifies all the key people likely to be connected to the opportunities and creates a relationship suite along with domain / technology experts and delivery teams
• Prepare entry value statements and high gain questions along with pre-sales, domain / technology experts and the delivery teams
• Identify client critical success factors and collaboratively prepare value propositions that address the critical success factors
• Identify potential solution / offerings
• Create nonlinear revenues
Ownership of Targets
• Own and Ensure achievement of agreed sales targets (total estimated contract value, revenue pipeline, sales order booked value
• Achieve targets for realization revenue commitments
• Maintain high win rate for qualified opportunities
• Achieve and maintain EVA margins
• Convert target prospects into clients

Position as Business Advisor
• Craft appropriate value propositions using business value metrics
• Works with delivery teams to understand the value delivered, benchmark the results with the best-in-class solution and present the metrics to prospects/clients
• Support account team in creation of business case studies
• Identify referrable customer with specific value delivered

Collaboration & Networking
• Work with Domain / Technology / Delivery team to identify target client opportunities
• Coordinate with pre-sales team and support delivery team during proposal writing
• Work with marketing team on competitive market intelligence
• Liaise with external vendors / alliances to evaluate offerings and customize and create new offerings as per the client requirements
• Build relationship with alliance / advisory partners
• Build political landscape to strengthen relationship using powerful network
Planning
• Forecast and Business planning including resource for the relationship through client research and networking using market research
• Provide inputs for strategic planning
• Review delivery plans and budgets

Corporate Governance and Reporting
• Create and disseminate information in required formats to concerned stakeholders
• Capture all sales opportunities and register in CRM with quality data apart from complying with other systems
• Compliance to Bid process
• Provide relationship specific workforce planning data when appropriate
• Provides revenue forecasts when required
• Analyze win-loss ratio for proposals submitted
• Partners with clients for CSR events

Relationship Management
• Build relationship with key executives to understand the critical success factors and enriches customer research
• Ensure appropriate pricing of offerings to clients based on relationship
• Ensure timely resolution of key escalation / address concerns from clients and put in place mitigation plan
• Maintain high level of customer satisfaction index
• Leverage relationship appropriately to acquire new opportunities
• Explore opportunities to cross / up sell as appropriate
• Conduct executive tracking to open new doors of opportunity

Team Management
• Set reasonable, challenging, and clear expectations to direct reports and provide appropriate performance feedback
• Support and provide guidance to team to achieve personal, team and professional goals using person currency
• Create Most Valued Player in the Team
• Manage resource appropriately for effective utilization
• Encourage team to achieve business advisory position at organization level