Our client, Virtusa Corporation, is a leading worldwide provider of digital transformation services that accelerates business outcomes for Global 2000 businesses in banking and financial services, insurance, healthcare, telecommunications and media. With over 20,000 people and over 50 offices worldwide, we harness our deep design and engineering heritage to help global organizations tackle their toughest technology challenges. We help our clients identify strengths, uncover opportunities, and accelerate their path to digital transformation. We blend unique perspectives and proven expertise across consulting, design and engineering disciplines. We challenge convention, and one another, to create compelling experiences that delight users and transform business. We have a passion for trying new ideas. And a rapid process to bring them to life. Whether it’s the digital enterprise, mobile wallet, the IoT or virtual reality, we’re investing, experimenting, tinkering and hardening the technology that sets the pace in an ever-changing world. Through a proven platforming methodology, domain expertise and technology innovation, we deliver growth through differentiated solutions. We bring best in class digital engineering services to every engagement, with deep expertise in digital strategy and design; customer experience; analytics; mobile; cognitive/AI; full stack engineering, microservices, IoT; and cloud services.
Summary
You will be responsible for driving new sales and expanding existing business in Virtusa’s rapidly growing digital practice. The position focuses on selling high value, end to end, digital services and solutions in areas such as digital consulting, UX, mobility, digital marketing, web content management, portals, ecommerce, analytics, big data, social, gamification, AI, IoT, etc. The target market is large enterprise or upper mid-market. The industry focus would be selling into one of our strategic business units – such as Healthcare, Insurance & Lifesciences or Telco, Communications and Media or Banking & Financial Services. This role is a direct sales position that works within our vertical industry team aligned to the digital practice. This is a quota carrying, commissioned sales role that will measure targets on a monthly basis. There is a significant emphasis on developing pipeline, meeting order booking targets and exceeding customer expectations. You should have a proven track record of being an over-performer/exceeding quota. You should be self-motivated, detail oriented, good multi-tasker, and comfortable with using technology as part of the sales cycle. You must have experience in working at a digital agency or within a digital consulting firm focused on selling digital services. You must be comfortable speaking with non-IT buyers such as the CMO, Chief Digital Officer (CDO) or business owner. You are able to interact at a strategic level, convey complex concepts and articulate value.
Responsibilities
You will work closely with our digital practice teams to position Virtusa as a leading Digital Solutions Provider in the market. You will work with the industry team to identify target accounts and develop pro-active propositions and proposals to build pipeline. You will network, develop offers and campaigns, collaborate with our digital partner channels, attend events and meet-ups and execute cold calls in support of pipeline development. You are able to quickly qualify deals. You are comfortable collaborating with a multi-disciplinary global team from digital technology, business subject matter experts, inside sales, marketing, executive management, and our partners.
You will take point on driving the sales process and ensuring world class presentations and proposals. You are able to understand and articulate client and prospect business objectives, pain points and describe the overall opportunity. You provide direction to our internal digital solution teams to create solution propositions that address client business needs and differentiate us from the competition. You are able to structure complex deals, negotiate commercial terms and position our services as high value to preserve our margin. You are comfortable leading and orchestrating oral presentations and able to take deals across the finish line.
You are able to quickly develop trusted client and prospect relationships that enable rapid expansion. You are not single threaded. You are able to quickly identify multiple stakeholders and multiple areas of opportunity within an account. You are able to diversify opportunity and revenue streams. You rapidly cross sell the full catalog of digital solutions. You are able to construct larger opportunities by building upon successes. You are able to navigate to the business and executive sponsors. You are able identify competition and construct takeover plays.
Qualifications
Strong business development skills, must be used to quota carrying position
Experience in working with partnerships and channels n Ability to qualify opportunities
Solutions-oriented by nature and is consultative in approach to selling
Experience selling digital services digital such as mobility, UX, digital marketing, web content management, portals, ecommerce, analytics, social, gamification, IoT, etc.
Ability to drive marketing campaigns and willingness to cold call prospects
Demonstrated successful proposal development and presentation skills to include strong oral and written communication skills
Capable of dealing at C-level and achieving large order values
Comfortable working in a hands-on environment and possesses an entrepreneurial spirit
Excellent communication and presentation skills
Able to develop effective presentations with limited support
Experience using SFA tools (i.e. Salesforce.com)
Ability to travel