L - Enterprise Business Development Manager (West - Mumbai)

Purpose :

This is a sales manager role, with quota retiral of approx. Rs 3-5 crores per year. The person will be part of Enterprise Segment for South /west/north Region Direct Sales. This role will focus on driving adoption of Cloud within Enterprise accounts, focusing on AWS cloud consulting services. Role expects the team member to be business savvy and should have technical sales background necessary to help establish Rapyder in the Enterprise Segment.

The person will be responsible for identifying, structuring, and managing strategic accounts and commercial deals with to drive business growth for Rapyder. The person will work closely with leadership to develop initiatives, plan events and sales strategies along with the partners to meet defined performance, engagement and revenue growth objectives.

Roles & Responsibilities :

- Drive revenue and market share in chosen top 30 accounts in West Region(Pune)

- Meet or exceed quarterly revenue targets

- Develop and execute comprehensive account plans

- Ensure customer satisfaction

- Develop long-term strategic relationships with CXOs in key accounts. Should be able to conduct mass presentations, conducting demos of AWS solutions, understanding and contributing to pre-sales SOW/documentation. Avoid dependence on pre-sales for first level calls.

- Work with ISV/OEM /AWS BDMs to extend reach & drive adoption. Cadences with AWS teams and planning jointly with our principal OEM, is a major weekly need of this role

- Manage contract negotiations

- Expect moderate travel. WFH as per prevailing norms till 30.06.2021

- Consistently share prospect feedback regarding our services, or pricing to Leadership team and offer suggestions for additional services to be added to our portfolio.

- Work closely with Marketing to ensure to help launch account specific plans, workshops, engagement programs.

- Sales teams: enablement, collateral, co-ordinating pre-sales effort, Leads, Proposals, assistance in New customer acquisition

- In-time / prompt collections

- Market Intelligence - Customer, Principal, Competition. Build account specific databases, contacts through social media, web research. Collect account buying behaviour data and knowledge of the domain/industry/govt policies/technology trends.

- Below institutes in the academics are added Advantage : MIT Pune, Symbiosis, Bharti vidyapeeth, welingkar management, Bajaj, SP Jain, NMIMS, Sydenham, IIT-Mumbai, IIM-A, universities

Requirements :

- Need Experienced Candidate who comes from direct sales, key account management, cloud computing background. Non-IT sales or IT channels/alliances traction will not be accepted. Persons with govt/PSU sales experience can be considered.

- 5+ years exp in direct IT product or services sales. Experience should not be a burden or luggage rather it should be a pointer towards maturity

- Proven track record of delivering sales pipeline at large enterprise accounts through leading outbound prospecting teams.

- Must have experience in selling Cloud services. Good to have experience in AWS Cloud services.

- Responsible for creating and iterating the sales development process, methodology, campaigns, hiring profiles, training and enablement

- Leadership Skills : proven record of being a team player, speaking binary [precise, concise choice of words] and work in uncertain business environment. Leadership is a behaviour and not a formal role in this JD. Represent the core five values of Rapyder and imbibe the same in daily behaviour.

- Excellent written and spoken English. Business communication is vital and we cannot conduct training on this.

- Accurate, nuanced, direct, and kind messaging.

- Being able to work independently, build relationships and respond quickly.

Desired Skills :

- Experience working in a small, entrepreneurial company

- Has a strong drive for results & to be part of Rapyder's growth journey.

- Good knowledge of local language, local city /state based accounts and established contacts in at least 10 top accounts of your region.

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