Business Development Manager

Enterprise Account Manager / Senior Enterprise account manager

Candidate profile requirements

The Candidate must satisfy the following criteria-

Sales experience in B2B sales, selling to accounts with 1000 or higher desktops or 300 or

higher cloud workloads selling Servers / Storage / Virtualisation / Cisco Networking /

Firewalls

At least 3 years in the same company

Must have relationships with at least 10 Home accounts (Accounts that have been opened,

developed and giving business) by the salesperson

Sales experience to be in the areas of Networking/ Security / Servers- Storage-Backup /

Cloud to the above mentioned client profile.

Track record of actual revenue achievement at > 75% of target given, consistently.

Should have sound knowledge of the IT Solutions buying process in Enterprise accounts.

Should have sound knowledge of the Decision Making people and the positions involved in

the IT buying process

Should be looking forward to a Solution Selling role in sales as a professional advancement.

Salesperson should be a hunter by nature.

Have good written and oral Communication skills. Good Oral communication skills in the

vernacular language essential.

Should be a good judge of people and situations, from a sales perspective and should be

tactically sharp in steering situations and people to his/her side.

Should be adept at steering prospective buyers to his/her point of view

Should be conversant with sales funnel stages, prospects, suspects, sales actions required

for each funnel stage

Job Description

The selected candidate is expected to cover the assigned territory prospecting, developing

and advancing generated opportunities through the funnel stages to closure.

Map the potential target accounts in the assigned territory.

Meet the key decision makers for our solutions in the target accounts i.e. the IT Manager,

Networking Manager, Security Manager, Data Centre Manager, Cloud Manager etc. and

pitch for business and generate pipeline.

Develop consultative relationships with the people described above in the target accounts.

Work with Presales, Technical and Sales Manager, OEM sales teams to build adequate

pipeline commensurate with business targets given and advance cases through the funnel

stages to closure.

Maintain healthy addition to pipeline by sound coverage of the assigned territory.

Develop and deepen key account relationships by involving senior managers in meetings

with key decision makers in the account(s).

Achieve the assigned revenue and profitability goals quarter on quarter