Sales Manager (SM) - High Tech and/or Discrete Manufacturing Industries.

Please email your resume to Strategic Talent Acquisition and Retention team at Click here for Email Please specify position title in the subject line.   

Position: Sales Manager(SM) - High Tech and/or Discrete Manufacturing Industries.

Locations: CA (Prefer Northern CA but flexible for Southern CA)

Travel: Up to 100 – expected to be 50%

Compensation: $85K to $140K and BONUS: 30% of BASE + 2% commission

Position Type: Full-Time Employment

Responsibilities

• Work closely with the Head of Sales and Engagement Management to create a market penetration strategies along with regionally aligned sales managers.
• Leverage the jobholder's own network to identify and pursue business development opportunities.
• Pro-active sales activities to convert suspects into prospects working in conjunction with Sales Managers or stand alone.
• Form peering relationships with client personnel at the VP/Director level, and working (non-peering) relationships with CXOs; Sourcing for additional business
• Showcase $25B SI’s Capabilities, Value, Relationships and Governance in all interactions and work effectively with the ECUs to deliver their messages to the market.
• Manage proposal pricing negotiations and closure process.
• Taking Go-To-Market Solutions to the target market.
• Working with the pre-sales functions to craft a suitable and compelling proposal for the client.
• Primary owner of the Opportunity Management process - Prospect-Evaluate-Propose-Close - for new prospects or new clients within the first 18 months of opening.
• Stay current on industry trends and issues in which the jobholder is a Subject Matter Expert and coordinate with management team to participate in forums for knowledge acquisition and business development. Qualifications:
• 10+ years professional services sales & 5+ years of consutling and relations management experience within High Tech and/or discrete manufacturing industries. Must Have Capabilities
• Able to drive planning and execution of consulting engagements, from conceptualization to project planning, analytical framework/methodology selection, and resource level planning, resource identification and staffing, etc.
• Wide variety of IT and business consulting engagement experience.
• Proven Track Record of selling and managing $10M in annual consulting services/solutions revenue.
• Good understanding of $25B SI’s business model – offshore/outsourcing and India/China.
• Significant large scale program/project management experience
• Strong business strategy and/or business process expertise experience
• Quick learner and excellent interpersonal and presentation skills.
• Ability to strategically assess clients’ business and form measurable solution’ through value identification - Position solutions in the context of a customer's business objectives; map technology solutions to value levers and identify key operational metrics.
• Execute and end-to-end customer sales pursuit: Develop customer sponsors; identify influencers and decision makers; create and present solution proposals; sell, sell, and sell.
• Pricing negotiation: Support deal structure and pricing with business value analysis; evaluate competitors; negotiate prices for solutions and/or pilot projects.
• Post Sale business metric measurement: Continuous tracking of customer value realization; recommend methods to improve financial impact.
  

Please email your resume to Strategic Talent Acquisition and Retention team at Click here for Email Please specify position title in the subject line.