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Sr Sales & Account Manager

This is for   for our  leading Swedish MNC client

Experience: 8-12 years,  Compensation: Upto 16  lpa,   Location : Hyderabad  or Gurgaon

Main Activities 
• Manage a portfolio of accounts to achieve sales targets and long-term success
• Develop positive relationships with clients
• Develop a trusted advisor relationship with key client accounts, customer stakeholders and executive sponsors.
• Work closely with your customers to understand their strategy and challenges and develop plans to assist them in addressing their objectives.
• Encourage and enable the client to expand the use of Hexagon services and products.
• Be an advocate for each customer within all parts of the Hexagon organisation so that each customer receives the highest standards of service.
• Provide thought leadership in identifying and driving innovation.
• Develop and maintain an account plan for each customer.
• Develop and maintain a monthly client executive dashboard, covering delivery and support.
• Understand Hexagon’s core competencies and operational capabilities to provide solutions for customers that result in profitable growth, and to differentiate Hexagon’s offerings inside each customer’s market.
• Participate in the preparation of proposals, contracts and tender responses.
• Act as the point of contact and handle customers’ individual needs
• Generate new business using existing and potential customer networks
• Resolve conflicts and provide solutions to customers in a timely manner
• Supervise account representatives to ensure sales increase
• Report on the status of accounts and transactions
• Set and track sales account targets, aligned with company objectives
• Monitor sales metrics (e.g. quarterly sales results and annual forecasts)
• Develop and maintain a Territory plan to communicate strategy and define activities.
• Build, develop, qualify and close a pipeline of new business deals required to achieve the targets for Hexagon Safety & Infrastructure’s software and services within the specified markets.
• Map, navigate and understand prospects’ informal and formal decision criteria, budget process and decision makers.
• Build “C” level relationships with prospects measured through access to their diary
o Understand and interpret prospects’ operational, financial and political drivers
o Understand, interpret and counter attack Intergraph’s competitors
o Develop and lead negotiation strategy and execution
• Maintain pipeline accuracy
• Successfully manage legal outcomes (all legal requirements met) through the Legal department for your opportunities
• Manage the balance between sales and delivery
o Actively develop a multi-disciplinary team environment.
o Promote a sales culture
o Develop virtual team members.
o Execute Development plan
• Provide leadership to the pre-sales and technical pre-sales resources. Coach and council as needed.

Qualifications and experience required
• Minimum of ten (10) years as a successful Sales & Account Manager in achieving booking targets
• Proven experience in the preparation of project/program documentation (including business cases, project schedule/plans, performance specifications and reports), tender documents and the management of contracts.
• Experienced in prioritisation of effort and resources.
• Experience successfully developing new business with Enterprise Applications/Solutions into Public Safety and Government markets. (B2B desirable)
• Business qualifications or relevant experience in finance and risk management
• Proven track record in large sales/ bid team management through influence and leadership
• Experienced in prioritisation of effort and resources.
Key skills and experience required
• Proven track record of success in selling solutions at an Enterprise level
• Proven ability to create and execute a sales strategy
• Proven negotiation skills, persuasive ability and excellent relationship building and communication skills – both oral and written.
• Showing evidence of clarity and effectiveness of written and oral communication. Includes win-win negotiation, constructive criticism and collaboration
• Encouraging and promoting teamwork, motivation, cooperation, mentoring, relationship building and delegation.
• Time management and organisational skills in managing multiple priorities and projects.
• Strong business acumen including finance and risk management
• High standard of professional and personal business conduct/presentation.
• Ability to set team objectives and communication to stakeholders to achieve results
Behavioural competencies required
• Self-motivated and enjoys autonomy
• The ability to reassess major priorities, identify and drive potential opportunities and see a sale through to completion
• People orientated with positive interpersonal skills
• Performance driven, seeks accountability and feedback
• Takes pride in seeing others perform
• Actively addresses problems and often innovates
Position specific skills, experience and competencies
• Public safety knowledge/experience or background desirable
• Current network with Public Safety organisations based in India
• Ability to speak multiple languages fluently (English & Hindi)