Enterprise Sales Manager (Oracle App's and Customized ERP Solution's)
Infosource Systems
مجموع سنوات الخبرة :12 years, 7 أشهر
Overall responsibility for the regions sales, third party alliances, Re-sellers, Partners, Accounts and customer satisfaction. Develops and implements a comprehensive strategy that maximizes application opportunities across all products and product lines.
Sells and promotes the sales of Oracle and Customized ERP Solutions to customers including negotiating price, Business concessions, Terms and conditions of the sale. Participates in strategic and tactical planning for the division. Builds working relationships with license, consulting and education field managers in the respective territory to develop joint account plans. Develops and execute a territory plan to maximize revenue. Generates and achieves monthly territory forecasts, and accurately predicts revenue on a monthly basis. Manages escalation. Participate and Conducts weekly progress meetings.
Manages and controls activities in multi-functional areas or sections. Ensures appropriate operational planning is effectively executed to meet corporate specifications. Seven plus years of sales and its management experience within technology industry. Ability to train new sales representatives. Ability to resolve customer satisfaction issues. Demonstrated leadership skills. Effective written and verbal communication skills, ability to present to large and small audiences. Ability to negotiate price, other concessions and terms and conditions. Strong quantitative, analytical and conflict resolution abilities.
Business Opportunities
New business development activities through Direct sales, Partners, References, Resellers, Office Enquiries and Other Sources.
Developing strong relationships with the customer leading to deep understanding of their products and long-term business strategies.
Supporting development and implementing sales strategy.
Building and maintaining a network of public and private customer contacts and partners in the region.
Own and periodically review the accounts receivable status from the new accounts as per the cash-flow plan.
Drive increase in deal signing margins through consultative selling, single source deals and a coordinated sales strategy.
Increase market share and also share of wallet of the account with the customer.
Delivery/Customer Satisfaction
Orchestrate internal resources in sales and delivery to give the customer an enhanced experience across touch-points.
Build a trusted group of reference-able customers who can vouch for Infosource.
Ensure a smooth hand-off of all new accounts to the account management teams.
Drive resource forecasting for the account from both confirmed opportunities as well as the opportunities in pipeline.
Offering/Competency Development
Support the solutions teams with customer perspectives and competitive intelligence to develop new vertical and horizontal solutions.
Showcase Infosource solutions as a strategic fit for the customer organization through workshops, boot camps and strategy meets.
Push for higher value/value added services and solutions to the customer in line with Infosource offerings.
Capture and create integrated opportunities with end-to-end solution delivery requirements.
Exemplify Infosource leadership in conferences, meets and seminars, by presenting thought leadership and connecting with key customers.
Sales process adherence: Account plan, Reviews, Estimation, opportunity update, etc.
Proactively promote the sale of products & services, ensuring consistency with Focus concepts & applications.
Managing existing clients, growing client base, partners, to maximize revenue.
The fulfillment of sales revenue target, managing Accounts and Partners.
Executing sales strategies in order to explore Business Opportunities and maximize sales.
Demonstration of ERP and Other Software Solution based on requirement.
Maintaining CRM for stage wise documentation (Sales and Accounts), Opportunity Follow ups, Reminders, Notification, Alerts, Cost Sheet, Quotations and License
Provides technology and consulting guidance to clients on how to leverage Focus Solution (ERP, CRM, and MRP) to Practice capabilities in order to meet the client organization IT and business objectives.
Establishing and maintaining excellent relationship with potential and existing customers as well as to provide world-class customer service to strengthen customer loyalty and market penetration.
Generating and maintaining credible sales forecast for Accounts and provide this information on regular basis to management.
Achieving forecasted revenue Targets and customer billings month on month.
Administering sales process and maximize profit opportunity.
Customizing of solution and delivering the Solution in form of Presentation to match up with their requirement.
Understanding the Cost Involve, formulating proposals, keeping Gap for negotiation, following-up effectively and closing sales efficiently.
Improve customer satisfaction by understanding, communicating and executing solutions to their needs.
Co-ordinate with other departments as necessary to ensure effective delivery of implemented customer solution, offering customer service levels for more future business and references with up-gradations.
Keep up-to-date with developments and trends in products, industries and market conditions.
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