Sr. Area or Area Sales Director will handle a sales portfolio and execute GTM strategy for India GCC - MEGA^LT strategic, growth and focus accounts from different industry verticals (Industrial Manufacturing, Auto, Aero, Oil & Gas, TTLH) of HCLTech in India.
- Manage an existing relationship with strategic India GCC customers (CP-Client Partner led accounts and Non-CP accounts) as well as develop New customers (Hunting) for ERS and ITBS (Apps & Infra) offerings of HCLTech together (Consultative value centric Cross-selling, Up-selling, Process Improvements and Harmonization).
Responsible for scaling up the MEGA^LT – India GCC business through Carve Outs/BOT/JV Partnerships to achieve sales and profitability objectives and targets with existing and new customers.
Key Responsibilities
- Own the accounts & PnL, establish trust and managing client relationship with all key decision makers.
- Positioning HCLTech’s ERS and ITBS offerings together as a Strategic Solutions and Services partner for India GCC customers by understanding their overall business goals and Digital Transformation journey.
- Decision makers & stakeholder mapping relevant to Engineering and IT business including Presidents & BU Heads, GMs, Product Management Leads along with key decision makers in the customer organization.
- Apply commercial and business acumen to build a strong pipeline of qualified opportunities/Account Business Plan that will result in consistent and predictable revenue and propel growth in the MEGA^LT – India GCC business for HCLTech in India
- Drive and manage the end-to-end sales cycle/process for all assigned/new sales opportunities from initial prospecting through contract execution, customer presentations, RFI response, client workshops, RFP submission, negotiation and deal signing - working along with respective Vertical Sales and Delivery teams along with Pre-Sales, Solutioning and Hyperscaler Ecosystem SPOCs.
- Building and follow-up of opportunities throughout the sales-cycle until negotiation and closure with deal signing/contracting
- Manage work quality and customer satisfaction - Tracking and ensuring that delivery escalations are close appropriately
- Contributing to new business development efforts, service offerings and portfolio diversification
- Manage and drive the account globally working with global CP and Geo teams - Build relationship with Vertical Sales and Delivery teams, Pre-Sales, CoE & Solutioning to create a collaborative working relationship in the account.
- Oversee commercial aspects (revenue, margins, receivables) for the existing as well as new accounts with accountability of Profit & Loss and revenue pipeline
- Understand the sales funnel and work closely with sales and finance teams to ensure accurate forecasting and reporting to leadership
- Prepare monthly, quarterly and other periodic reports for the senior management highlighting the performance as well as execution results/progress
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Experience, Qualification and Desired Skills:
- Minimum of 12+ years- experience in a professional consultative sales role of selling Engineering R&D and/or ITBS Services as well as Digital Transformation solutions
- Bachelor in Engineering or Technology (must), along with Master or Post Graduate education in Management / Business preferred.
- A thorough knowledge of different industry verticals and their landscape in India along with good understanding of the latest technology trends in ERS, ITBS and Digital Transformation for different industry verticals is required
- Proven experience in selling high value technology solutions to different industry verticals - Account Management, Account Planning and Technology Sales for large Global Fortune Enterprises
- An excellent network of contacts and prior relationships with the major players in India from different industry verticals
- Understanding of ERS, ITBS and Digital Transformation in different industry verticals is required.
- Preference to experience in selling Digital Transformation solutions/services - Modern Apps development (API, Microservices, Containerization), Gen AI, AI/ML, AR/VR, Azure/AWS Cloud, Big Data and Analytics, Cloud App Ops, DevOps, IOT, Digital Twin along with SAP, DPO, Cybersecurity, 5G, Digital Workspace, Sustainability etc. with ITIL processes and project management methodologies such as waterfall and agile.
- Ability to articulate the solutions and services offered by HCLTech ERS and ITBS to the relevant stakeholders in the customer organization.
- Develop good understanding of the customer business and their roadmap from both a business and technology perspectives.
- Understanding of latest industry solutions and trends & challenges of CIO/CDO/Engineering Heads
- Good verbal communication and presentation skills.
- Self-motivated, with high energy and an engaging level of enthusiasm along with wiliness to travel
- High level of integrity and work ethics
- Develop and maintain positive working relationships with clients and internally with all stake holders within HCLTech.
