Title:  Director - Sales

About Birlasoft Ltd.

Birlasoft combines the power of domain, enterprise, and digital technologies to reimagine business processes for customers and their ecosystem. Its consultative and design thinking approach makes societies more productive by helping customers run businesses. As part of the multibillion-dollar diversified CK Birla Group, Birlasoft with its 12,500+ professionals, is committed to continuing the Group’s 161-year heritage of building sustainable communities.

Title: Sales Director  

Duration – Full Time

Location- London, UK  

Domain: IT Consulting

• Manage and grow the existing multi-million $ business with existing customers and develop new opportunities in selective target accounts
• Establish strong professional relationships and credibility with key executives in the existing and target accounts
• Drive large multi-service line deal wins ($10m+) with existing customers.
• Work along with presales, solutioning and delivery teams to deliver value to the customers and pursuits
• Seeding deal-shaping concepts and independently leading proactive solutions for the clients
• Collaborate with all relevant parties within the organization, especially the delivery managers
• Establish a strong cooperation with the practices and give directions regarding technology development direction and facilitate customer workshops
• Establish and execute account strategy with clear mapping to customer priorities and competitive landscape; support ideation and drive revenues from vertical-specific solutions
• Establish and execute account governance based on client’s business units, geographical spread and Birlasoft’s service lines’ potential
• Work with delivery managers to set delivery metrics/targets and drive customer excellence in accounts
• Negotiating account management contracts and agreements to maximize profit
• Build and nurture Independent Software Vendor (ISV) partner relationships

Principal Accountability

• Selling Birlasoft portfolio to various accounts and ISVs in Europe.
• Establishing and maintaining effective relationships with clients and representatives.
• Identifying targets of opportunity within territory for enterise sales.
• Evaluating and implementing sales plans, aligning strategies to customers, driving and governing against annual and quarterly revenue targets.
• Enhance customer satisfaction

Measurement

• Revenue Target of $10m for FY22
• Gross margin of 50%
• Net new of $1.0m out of total revenue.
• Close at least one $2.0+ TCV deal during financial year.
• CRM Pipeline at 4x revenue.

CSAT of 4.5 (out of 5.0) across portfolio of accounts.

Personal Behavioural traits

• Collaborative and Team player
• Sharp analytical skills and high level communication skills with the ability to pursuade customers and internal stakeholders.
• Sets direction and vision and is passionate about making the difference
• Strong ability to think out of the box and develop from scratch
• Develops strong and effective working relationships based on mutual respect and trust
• Good listening
• Authentic in his/her leadership style. Projects confidence, optimism and energy to encourage people on what they can achieve
• Resilient and innovative and intellectually curious
• Team oriented and collaborative working style, with individuals both inside and outside of the organization. Strives to help others succeed.
• Ability to manage the tight deadlines and workloads.
• Professional and ethical in all business dealings
• Takes charge and is able to make tough decisions. Demonstrates a “can do attitude”; highly accountable
• Proactive and fearless. Moves beyond his or her comfort zone in pursuit of organizations vision
• Role model who stimulates loyalty and longevity among staff;
• International and multi-cultural experience