Sales Manager - Managed Services

Managed Services Sales Manager – Western India

Role Description

• Responsible for revenue growth and profitability for accounts in Western region of India for selling Managed Services which include Annual Maintenance Contracts, Managed Services Contracts, Facility Management Services, SOC, NOC ,Resident Engineers & other services.
• Leads the GTM strategy, and growing order book and revenues within the accounts
• Responsible for steering relationships with key clients across verticals, and expanding the number and strength of relationships that Black Box has within client accounts
• Responsible for profitability and operational excellence by ensuring Client Delivery Leads adhere to time and budget of sold projects
• Developing beneficial relationships with key accounts and provide appropriate support to team based on the requirements for achieving targeted services sales
• Execution of regional plan and Key Business development initiatives for services sales
• Coordinating with customers to communicate the SOW of support , pricing and building brand image
• Responsible primarily for driving sales of Managed Services to the current and hunting set of accounts, and ensure regular & repetitive business along with new accounts generation.
• Support the Vertical sales and Services team with the right service positioning, information and pricing for integrated deal
• Focusing on customer satisfaction by handling customer feedback and minimizing customer grievances
• Development of long-term strategic business plan as well as quarterly tactical plans to execute business

Job Specifications & Requirements

• Over 10~12 years of expertise in closing deals in IT Services and Consulting, with a focus on Managed services sales.
• Demonstrated ability to consistently achieve high Total Contract Value (TCV) annually in quota-carrying roles.
• Proficient in leading the development of end-to-end solutions for successful sales across multi-offering transformations.
• Skilled in managing pre-sales and sales cycles, with a strong background in solutioning roles to secure business opportunities.
• Effective in highly collaborative and matrixed environments, or with experience in a Global Delivery Model, fostering teamwork and cross-functional efficiency.
• Established relationships with key technology partners, leveraging these connections to enhance client solutions.
• Should have working knowledge on RFP/Tenders/Bids to support team for achieving numbers
• Should have good relationship with C leave people in the industry across India.
• Added advantage if have good relationship with some OEM like Avaya, Cisco, Juniper, Extreme, Palo Alto, Alcatel, Allied Telesis, Commscope, Belden & in secure/Connect domain

Key Responsibilities

Drive growth of accounts under purview as Managed Services Sales

• Maintain relevant vertical and market knowledge of customers, and ensure Black Box has strong relationships within customer organizations
• Work with Practice Leaders to develop plan for achieving Practice targets and account allocation to account managers
• Enable and support AMs in execution of business strategy for the verticals
• Ensure a healthy pipeline of opportunities, in line with the revenue/order book target for accounts

Grow revenues from existing clients and forge long-term strategic relationships for profitable revenues

• Conceptualize and execute strong "win strategy" to grow the account portfolio
• Develop pricing and negotiation strategy for deals & negotiate contracts; participate in win/loss review

Drive customer satisfaction, set-up processes and agenda with Delivery Head for driving operational excellence

• Drive longer term vision / roadmap for various accounts and improving profitability through operational excellence
• Establish robust account governance mechanism through periodic reviews and check-ins with key clients
• Assist Account Mangers in refining account strategy, priority offerings & define process/policies for client escalations
• Track CSAT for portfolio of accounts. Rollout initiatives in collaboration with Account Managers, Business Development Managers to improve CSAT

Monitor gross margins of existing business and generate profitable growth

• Orchestrate margin improvement with Internal stakeholders through diligent tracking on key cost metrics and strategic initiatives rollout
• Collaborate with Client Delivery Leads to track delivered margins throughout project delivery
• Leverage delivery and finance teams for identifying areas of improvement in delivered margins

Key Interfaces

• Collaborate with AMs to identify & pursue growth opportunities in accounts
• Work with talent acquisition on recruitment & performance of salesforce
• Collaborate with Product/Offering Managers to identify right solution / offering for vertical's customers
• Work with HR Business Partners on performance review for Client Delivery Leads
• Coordinate with Legal, Finance & Sales Ops Head to manage Bid/ No-bid policies & processes