- Extensive experience & proven track record selling & delivering solutions in Application Development, Support and Horizontal Service offerings (Cloud, Q/A, Enterprise Content Management, Data Warehousing / BI & BPM) specifically in the Media, Entertainment and or Information Services segments
- Experience & proven track record in structuring and selling Application Outsourcing deals in a global delivery model
- Experience in selling and working comfortably with C-Level executives
- Must have experience with Offshore Outsourcing. Domestic Outsourcing experience is a plus
- Experience Media & Information is required
- Must be self-driven and have a high energy level
- Understanding of the sales process & management thereof using Salesforce.com or similar tool.
- Manages an active sales pipeline of 3-4X their sales quota
- Actively participates in industry forums / groups
- Must have the ability to work aggressively with the account teams to win Outsourcing business. The position will be working with the Horizontal Services teams to define integrated solutions for clients
- Excellent verbal and written communication skills.
- Creative, entrepreneurial mindset. Must have the ability to position and win against Tier-1 firms
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Solution Seller who has the ability to interpret what the client’s unmet needs are and presents capabilities to meet those needs for a designated set of new logo accounts consisting primarily of large Fortune 500 customers.
- Anticipates customer needs beyond existing scope of products and services to discover opportunities to position the total value of company’s portfolio
- Assigned to specific global accounts that require global execution and have the highest complexity and strategic importance to the firm
- Effectively aligns and utilizes all available internal and external resources around the world
- Gains “insider status” with key stakeholders and senior/CXO level to influence the customer’s buying process
- Leverages the channel and/or third-party capability to position the overall value of the solution
- Creates superior relationships with senior level executives and influential stakeholders to sustain a long-term relationship
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- Key responsibilities include:
- Planning and execution of sales strategies for Media & Entertainment accounts / New Logos
- Maintains account presence by providing a high value-added working relationship with senior customer personnel, and
- Identifies short and long-term sales opportunities
- This role serves as a sales lead for the Media and Entertainment Segments and may have direct or indirect reports in key inter/multinational customer locations
- Customarily and regularly engaged at client facilities as required
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- Anticipates how market and competitive factors will influence the selling of solutions
- Advises customers on strategic business and technology plans
- Recognized internally and externally as a thought leader on specific industry trends
- Effectively exercises power and influences key decisions
- Works effectively with functional leaders throughout the organization
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