Packt Publishing is a leading global provider of learning content and platforms for software developers. We serve over 500,000 active customers globally, and distribute our technical learning content as books, eBooks, videos and courses through partners and direct. Packt was founded in 2004, and is based in Birmingham UK and Mumbai, with a team of 400 across both locations. The market that Packt operates in for global developer eLearning is a $500m market with projected growth of 300% over 5-10 years, driven by increasing demand for developer skills globally. Packt has committed to develop its reach into the Indian market though the creation of a new entity in the group, Packt India Services We have some limited B2C and B2B activities in India already but the market potential is much larger. Our strategy for growth will be to build an India specific B2B corporate licensing and partnership model, while adapting our proven global B2C system to the market in India.

This senior sales role in a strategically important market must directly deliver a successful prospecting and selling learning and training solution through books, eBooks, Learning videos, Courses and high level live conferences in the Indian corporate market. Success will depend on each stage of the process being tested and honed, structured and scalable. Reporting to Head of Country, this role would be responsible for however not restricted to sales revenue been generated from a region mainly in two streams- B2B enterprise/corporate clients and distribution (license) partners.

Key responsibilities:

B2B- Enterprise customer & Distributors- License Partners

Business management and profitability:

Owner of complete revenue targets achieved through existing B2B enterprise partners and license partners

Responsible to identify new business development opportunities, grow and manage new enterprise accounts and new license partners.

Responsible for engaging in regular interactions with enterprise businesses to push for Packts new products and learning solutions.

Client management (corporate and license partners)

Building high level engagement & articulate company vision to client's top management.

Responsible for managing client escalations, their problems, account conflict and participate in important negotiations with key clients.

Maintain competitor knowledge to create and adjust sales strategies

Build expertise on Packt products and sufficient understanding of technology trends to enable effective dialogue with customers and to build relationships of trust and value

Articulate appropriately at all customers levels the Packt product roadmap for products features and benefits

Maintain high level of knowledge on Packt products, roadmaps, competition, pricing, market share, and key product differentiation

Reporting Performance, maintaining CRM and data

Contribute to key decisions on pricing to maximise revenue

Competencies:

Prior experience in selling learning/training solutions to B2B clients, preferred would be experience of working with clients in the IT sector/businesses.

Understanding of product development lifecycle and associated IT services.

Deliver revenue growth goals established in conjunction with executive management.

Awareness of the inter-relationship between channel decision making and business strategy and demonstrated ability to balance the channel mix in order to achieve overall channel goals with clear forecast channel development paths

People management: ability to build, develop and manage workforce based on organizational goals Experience of delivering content projects to clients in IT sector

Experience of working collaboratively with client HR/L&D teams to define and deliver new services

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