Director of Sales And Business Development
Skills and Experience:-
• BS in IT or Computer Science.
• 6+ Years of overall experience with minimum 1 year of IT Infrastructure Service experience in ANY IT Outsourcing Service Providers.
• Experience in prospecting and closing new logo acquisitions, with hands on experience in RFP\RFI
• Chasing sales quotas and targets.
• Should be able to drive growth for the company and have experience in handling the complete business solutions cycle in right shore delivery model.
• Certifications like MCSE, CCNA, CCNP, Unix(HPUX, Sun, AIX), Linux, PMP, CISSP, CISA etc are desired.
• Incumbent should be flexible to travel within designated region.
1. Identify and acquire new business opportunities and clients.
2. A results-driven, incentive-oriented sales professional passionate about earning through
sales commissions.
3. A hunter mindset, with a strong ability to prospect, qualify leads, and close deals.
4. In-depth knowledge of the IT industry, specifically IT Infrastructure Managed
Services.
5. Maintain and expand relationships with existing enterprise clients to maximize revenue
opportunities.
6. Lead sales efforts and new client acquisition across defined markets and geographies.
7. Understand and present Allied Digital’s capabilities to prospective clients, demonstrating
value and driving commitments.
8. Meet and exceed revenue targets and contribute to future business growth.
Compensation Package depending upon experience and skills
• Base Salary Range: $90,000 – $120,000 per annum
• Sales Incentives: Based on performance, up to 150% of the base salary. Paid
quarterly.
401(k) Retirement Plan
• -- Company match of 25% applies to the first $1,000 of employee contribution only.
• Employee contributions are pre-tax
Vacation, Float, Sick and Holidays -
• Annual Leave: Accrual of 3.34 hours per pay period (equivalent to 10 vacation days
per year)
• Float holiday: One day (8 hours) per work anniversary year.
• Sick Leave: Employees are entitled to 48 hours (6 days) per year on a pro-rata basis
• Paid Holidays: 8.5 company-paid holidays per year.
Health & Insurance Benefits
• Medical, Dental, and Vision Insurance: Partially company-paid, with flexible options
for employees to elect coverage individually or in combination
• Life Insurance: 1x annual salary (minimum $20,000, maximum $200,000)
• Voluntary Life & AD&D:
o Employee: $150,000 guaranteed issue with no EOI (Evidence of Insurability)
during initial eligibility.
o Spouse: $30,000 (with no EOI (Evidence of Insurability) during initial
eligibility).
o Children: $10,000 (max)
• Long Term Disability (LTD): This benefit is 100% company paid
• Short Term Disability (STD): This benefit is 100% company paid and eligible
employees in applicable states
Responsibilities
• Manage Client Relationships for Existing clients.
• Lead the sales and new client acquisition effort in defined markets and geography.
• Identify opportunities, present capabilities and gain commitment from prospects leading to current and future revenue.
• Analyze market trends, implications and develop strategies to participate in resultant opportunities.
• Act as a coach and partner to CXO's in helping them develop strategies leveraging global sourcing and establish Allied as a tough leader and preferred partner to their organizations.
• Stay tuned to market and competition, participate in trade events, conferences, customer forums and provide inputs to the practice teams towards developing contextual offerings that will help differentiate Allied in the market place.
• Meet and exceed sales revenue and future revenue targets.
Key Result Areas (KRA’s)
• Sales Revenue Generation: This position's sales target is $ 6 Million ACV Annual contract value.
• You may find 40-50 new leads in the first three months. After that, 5-10 leads new per month should be created.
• Sales Pipeline Management: Effectively manage the sales pipeline by tracking and prioritizing leads, qualifying prospects, and maintaining ~3x pipeline to meet ACV goals and progressing them through the sales process.
• Product Knowledge: Develop a deep understanding of the company's IT-managed services offerings and stay updated on industry trends and emerging technologies.
• Market Research and Competitor Analysis: Conduct market research to identify target markets, analyze competition, and position the company's IT-managed services effectively in the market.
• Proposal Development: Collaborate with the technical team to develop customized proposals and solutions that align with client requirements and compellingly present them.
• Sales Reporting and Forecasting: Provide regular sales reports, including pipeline updates, revenue forecasts, and performance metrics, to management.
• Collaboration and Teamwork: Work closely with internal teams, such as technical support, marketing, and project
management, to ensure the smooth execution of sales projects and successful delivery of IT-managed services.
• Customer Relationship Management (CRM): Utilize CRM tools effectively to track customer interactions, manage
leads, and ensure accurate and up-to-date customer information.
• Lead opportunity pursuit activities with the prospective client. The activities will include but not limited to:
o creating sales pitch & presentation
o identify client pain areas and provide inputs to practice team. o Identify competition for the given opportunity to customize the solution to address the competition along with Practice Team
o Participate in discovery sessions and due diligence with the client.
o Provide inputs for pricing (price to win)
o Participate in Contract and SOW negotiations with the client.
o Create Projected P&L for the deal for finance approval prior to or after signing the contract.
• Participate in Quarterly Business Reviews with Delivery team to grow the business (cross sell).
• The company reserves the right, at its discretion, to modify Key Result Areas (KRAs) as necessary to align with job progression.
Skills and Experience:-
• BS in IT or Computer Science.
• 6+ Years of overall experience with minimum 1 year of IT Infrastructure Service experience in ANY IT Outsourcing Service Providers.
• Experience in prospecting and closing new logo acquisitions, with hands on experience in RFP\RFI
• Chasing sales quotas and targets.
• Should be able to drive growth for the company and have experience in handling the complete business solutions cycle in right shore delivery model.
• Certifications like MCSE, CCNA, CCNP, Unix(HPUX, Sun, AIX), Linux, PMP, CISSP, CISA etc are desired.
• Incumbent should be flexible to travel within designated region.
1. Identify and acquire new business opportunities and clients.
2. A results-driven, incentive-oriented sales professional passionate about earning through
sales commissions.
3. A hunter mindset, with a strong ability to prospect, qualify leads, and close deals.
4. In-depth knowledge of the IT industry, specifically IT Infrastructure Managed
Services.
5. Maintain and expand relationships with existing enterprise clients to maximize revenue
opportunities.
6. Lead sales efforts and new client acquisition across defined markets and geographies.
7. Understand and present Allied Digital’s capabilities to prospective clients, demonstrating
value and driving commitments.
8. Meet and exceed revenue targets and contribute to future business growth.
Compensation Package depending upon experience and skills
• Base Salary Range: $90,000 – $120,000 per annum
• Sales Incentives: Based on performance, up to 150% of the base salary. Paid
quarterly.
401(k) Retirement Plan
• -- Company match of 25% applies to the first $1,000 of employee contribution only.
• Employee contributions are pre-tax
Vacation, Float, Sick and Holidays -
• Annual Leave: Accrual of 3.34 hours per pay period (equivalent to 10 vacation days
per year)
• Float holiday: One day (8 hours) per work anniversary year.
• Sick Leave: Employees are entitled to 48 hours (6 days) per year on a pro-rata basis
• Paid Holidays: 8.5 company-paid holidays per year.
Health & Insurance Benefits
• Medical, Dental, and Vision Insurance: Partially company-paid, with flexible options
for employees to elect coverage individually or in combination
• Life Insurance: 1x annual salary (minimum $20,000, maximum $200,000)
• Voluntary Life & AD&D:
o Employee: $150,000 guaranteed issue with no EOI (Evidence of Insurability)
during initial eligibility.
o Spouse: $30,000 (with no EOI (Evidence of Insurability) during initial
eligibility).
o Children: $10,000 (max)
• Long Term Disability (LTD): This benefit is 100% company paid
• Short Term Disability (STD): This benefit is 100% company paid and eligible
employees in applicable states
Responsibilities
• Manage Client Relationships for Existing clients.
• Lead the sales and new client acquisition effort in defined markets and geography.
• Identify opportunities, present capabilities and gain commitment from prospects leading to current and future revenue.
• Analyze market trends, implications and develop strategies to participate in resultant opportunities.
• Act as a coach and partner to CXO's in helping them develop strategies leveraging global sourcing and establish Allied as a tough leader and preferred partner to their organizations.
• Stay tuned to market and competition, participate in trade events, conferences, customer forums and provide inputs to the practice teams towards developing contextual offerings that will help differentiate Allied in the market place.
• Meet and exceed sales revenue and future revenue targets.
Key Result Areas (KRA’s)
• Sales Revenue Generation: This position's sales target is $ 6 Million ACV Annual contract value.
• You may find 40-50 new leads in the first three months. After that, 5-10 leads new per month should be created.
• Sales Pipeline Management: Effectively manage the sales pipeline by tracking and prioritizing leads, qualifying prospects, and maintaining ~3x pipeline to meet ACV goals and progressing them through the sales process.
• Product Knowledge: Develop a deep understanding of the company's IT-managed services offerings and stay updated on industry trends and emerging technologies.
• Market Research and Competitor Analysis: Conduct market research to identify target markets, analyze competition, and position the company's IT-managed services effectively in the market.
• Proposal Development: Collaborate with the technical team to develop customized proposals and solutions that align with client requirements and compellingly present them.
• Sales Reporting and Forecasting: Provide regular sales reports, including pipeline updates, revenue forecasts, and performance metrics, to management.
• Collaboration and Teamwork: Work closely with internal teams, such as technical support, marketing, and project
management, to ensure the smooth execution of sales projects and successful delivery of IT-managed services.
• Customer Relationship Management (CRM): Utilize CRM tools effectively to track customer interactions, manage
leads, and ensure accurate and up-to-date customer information.
• Lead opportunity pursuit activities with the prospective client. The activities will include but not limited to:
o creating sales pitch & presentation
o identify client pain areas and provide inputs to practice team. o Identify competition for the given opportunity to customize the solution to address the competition along with Practice Team
o Participate in discovery sessions and due diligence with the client.
o Provide inputs for pricing (price to win)
o Participate in Contract and SOW negotiations with the client.
o Create Projected P&L for the deal for finance approval prior to or after signing the contract.
• Participate in Quarterly Business Reviews with Delivery team to grow the business (cross sell).
• The company reserves the right, at its discretion, to modify Key Result Areas (KRAs) as necessary to align with job progression.