JD for Sales Head - Navi Mumbai Location (Handling EMEA & APAC)

Main Accountabilities (6 - 8 bullet points):

- Market Potential and Competitive Analysis

- Estimate $$$ potential of the market: Obtain IT spends/Roadmap of each Bank and arrive at addressable market

- Provide Voice of Customer, Voice of Partner feedback to Marketing/Delivery teams

- Provide insight into Competitor activity and Market trends

- Provide feedback regarding pricing/promotions/product launches/new business models/key events

- Sales planning and Execution

- Market mapping and assessment of addressable opportunities

- Quota setting and territory allocation amongst self and team members

- Relationships with customers/prospects/partners to develop a healthy, qualified pipeline

- Manage the funnel effectively & efficiently and with timely reporting and analysis.

- Lead key negotiations and deal/contract closure.

- Own the Revenue, Gross Margin & Invoice Collection numbers.

- Prudent management of Cost of Sales and Cost of Pre Sales

- Partner Strategy & Execution

- Develop and Articulate Partner strategy & selection criteria

- Cultivate and manage relationships with Partners in order to enhance market penetration of our Products and Solutions

- Be the escalation point for Partners

- Voice of Customer

- Be the advocate of the Customer within the Banking unit. Encourage and provide feedback to Implementation/Support/Marketing/Product teams.

- Escalation Point for Customers/Partners

- Escalate to Exec leadership on Early Warning basis

Key performance indicators

- Quantitative

- Pipeline and funnel management. Qualified Pipeline 3X of revenue target

- Revenue vs target

- Gross Margin vs Target

- Collections: On time

- Cost of Sales

- Qualitative

- Sales Management process: Design the process and execution rigor/rituals

- Team management and ability to drive results

- Relationships with Customers & Partners

- Integrity and transparency

- Ability to influence and co ordinate internally in the interest of Customer Satisfaction

- Quality and Execution of Sales strategy

Qualifications and skills

- University Degree. Business School preferred

- 15 years experience

- Strong Relationship management

- Ability to attract, develop and maintain talent

- Banking experience and Software experience mix preferred

- Ability to work independently

- Solid knowledge & track record of sales processes & systems

- Has his/her own effective and relevant relationships amongst Banks & Partners across Asia

- Drive for Results

- Organizational agility: Is able to push internal stakeholders in the interest of Customer Satisfaction