You will use your engagement experience and subject matter expertise to build CSPL’s relevance in delivering solutions across a larger customer base. You will lead and orchestrate CSPL resources to identify & quality opportunities, close engagements to achieve product and services bookings & billing targets.

• You will establish and maintain customer relationships at the executive/ businecal decision maker level and all other relevant engagement levels along with the technical sales team.
• You, with the help from technical sales team, will develop & present compelling business cases to customers, maintain good-level knowledge of all elements of the business case, including the drivers of cost, benefit and risk.
• You will partner closely with Technical Sales to align the technology architecture to the

customer’s desired business outcome and ensure customer success by orchestrating

resources to assist the customer in realizing the full value of their technology Investment.

• Provide regular reporting of account engagement progress on a weekly, monthly and quarterly basis.
• Engage, advise and mentor technical sales teams on Customer Experience imperatives and business value based consultative selling approaches.
• Develop and execute Global Enterprise transformational strategies.
• Strategically engage with cross functional resources to achieve their goals and hit their numbers alongside your numbers.
• Develop & Lead Project Management Related SOPs and monitoring formats pertaining to your expertise domain to help the Project management team manage & deliver the project as you envisage.

Who You Are- Minimum Qualifications:

Are you a technical seller who has basic understanding on servers, storage, applications, networking and thoroughly understands all Non-IT infrastructure components like UPS, PAC, DGS etc. related international design guide lines along with thinking creatively and overcoming objections? Then this is the position for you.

• Minimum 8 years of professional selling experience – To MNCs & Corporate Customers.
• 5+ years IT & No-IT Infrastructure Solutions selling experience.
• Experience required in selling Million dollar deals to these Corporates.
• Must have at least 4-8 large Corporate Captive Accounts to start with.
• 1 year of international customer project experience preferred.
• Experience Presenting to customers and high level executives required.
• Experienced in multi-level selling, comfortable influencing CxO, CTOS & IT Managers, etc.
• Experience in data centres Infrastructure, Physical Security Solutions & Smart Building

Solutions, IP networking and/or network security experience is required.

• Smart Building Ability to articulate differentiation of IT & No-IT Infrastructure Solutions to a business audience required.
• Should be able to comprehend and articulate and do positioning across New large RFP’s. new green field RFP’s
• A good understanding of how the Global System Integrators work, the process they follow and existing leadership connects at the C level.
• You have the ability to work across multiple dimensions of building a Team, Business,

Practice.

• You have sales and/or sales management experience for a technology provider, integrator

or enterprise IT delivery organization.

• You have strong relationship management skills with a genuine understanding of how to identify build and lead confirmed relationships with multiple key decision makers within large accounts.
• You know how to work with customers to drive, track and communicate customer business outcomes before, during and after the sales process.
• Have a passion for driving strategies; a strong personality with demonstrated leadership

skills working in a complex matrix organization.

• Demonstrate understanding of our industry, customer needs and competitive landscape.
• BS/BA or equivalent degree.
• Proven track record of delivering over quota.
• Independent, self-motivated, competitive, high powered and polished.
• You should have excellent written and verbal communications skills as well as good listening and strong presentation skills.

SKILLS AND COMPETENCIES:

Negotiation:

Can negotiate skilfully in tough situations. Understands customer’s business and presents solutions to business risks and opportunities ensuring the customer sees the link to CSPL’s value proposition. Positively influences client behavior throughout the decision process. Can win concessions without damaging relationships; Can be both direct and forceful as well as diplomatic; Gains trust quickly of other parties to the negotiations; Is comfortable discussing money and ROI, drives customer to action. Constructive tension with customer.

Challenger:

Worked with Companies that were challengers in the market. Proven ability to win new business in that environment and grow the territory base with existing and new customers Ability to articulate solution and product differentiation. Teaches for differentiation. Can articulate differences in multiple levels and scenarios vs. our competition. Can explain the value of this differentiation to the customer. Knows customer value drivers, creates a customer centric value proposition.

Hunter:

Focused on closing deals with new clients/projects. Can be counted on to exceed goals successfully; Is constantly and consistently one of the top performers; Very bottom-line oriented; Steadfastly pushes self and others for results.

Self-sufficient:

Can create his/her own pipeline by prospecting, through its connections in the territory with the system integrators, customers, channels and capabilities to organize small marketing seminars, customer events etc.

Self-Reliant:

Pursues everything with energy, drive and a need to finish. Strong personality. Navy Seal attitude, takes decisive action, fears nothing,disciplined.

Functional/Technical Skills:

Picks up on technical things quickly; Can learn new skills and knowledge; Is good at learning new industry, company product and services and technical knowledge. Basic networking background. Knowledge of TCP?IP and routing protocols. Previous background in selling networking, network security, analytics & monitoring is preferred.