Position: Chief Sales Officer
As the CSO, you will be challenged to rapidly grow market share and improve profitability of the Integrated BPO offerings. This position offers tremendous opportunities for personal and professional growth. Responsible for business development activities, delivery and accountable for new business results by developing and maintaining top level client and potential client relationships, managing the relationships between the organizational segment and new and existing clients, and by substantial contributions in identifying and pursuing multiple sales opportunities for business expansion.
Profile:
- 8-10 years experience in the Outsourcing industry having sold deals
- Proven P&L and people management experience with ability to lead a functionally diverse, high performing team which includes nine vertical industry sector sales leaders, account management, solutions teams and marketing total staff of around 150 globally
- + 15 years experience structuring and selling both IT services and BPO with the clear ability to pursue, structure and win deals, these would be complex customer engagements in Integrated Business Process Outsourcing Deals
- Proven experience with project management principles (including assessment management, pricing, and project management systems).
- Experience developing new account opportunities including deal analysis and structuring.
- Ability to work effectively in diverse and multi-cultural environments.
- Outstanding communication and negotiation skills across all levels of management (customer and in-house)
- Ability to cope with peak workloads, short deadlines and significant pressure
- Proven ability to close large outsourcing deals
- Strong executive selling skills and sales strategy shaping
- The person we are looking for should have a customer-focused attitude and positive team orientation.
- A high degree of intellectual flexibility and comfort with change is required for this highly complex, rapidly evolving environment.
Key Responsibilities:
· Build a successful dynamic sales team
· Increase qualified pipeline
· Increase mega deal pipeline
· Increase win/loss ratio
· Increase average deal size win
General Sales Accountabilities
- Generate and develop business opportunities, including ownership of a set of personal, “named” accounts with a personal sales target
- Provide sales and sales operations oversight to the practice, including coaching, helping to lead complex opportunities and practice reporting.
- Enhance the team of sales professionals to achieve the overall sales target
Support Acquisition of New Clients
- Responsible for achieving sales and pipeline targets across net new and existing channels (working with sales leads and teams); participate and help lead the new business reviews with the sales leads
- Generate client interest in offerings and products and build strong, credible relationships with clients through personal interaction, as well as by sharing delivery and technical credentials and expertise
- Help shape and run client meetings, and deliver presentations to prospects
- Coordinate with Solution Architects and fine tune the solution to client needs
- Present / lead solution ideas and approaches in client and team sessions, obtain client feedback and ensure solution value drivers are reflected in the client value proposition and proposals
Requirements:
- Strong industry experience and credibility in ITO/BPO Outsourcing, with strong current marketplace knowledge.
- Knowing the companies, understanding trends, industry direction and the strategies to allow our client to capture market share.
- Experience in selling and managing medium to large scale outsourcing solutions with industry business experience in top tier or solution consulting providers.
- Consistent track record of meeting or exceeding annual targets/quotas with experience closing new business.
- Candidate must be articulate with excellent communication skills and experienced at winning in the “C” Suite and Executive Boardroom.
- Demonstrated success in positioning, presenting and closing medium to large complex sales (Including: negotiations and pricing to insure contract profitability)
- Experience with strategic and conceptual selling methodologies is preferred.
If Interested:
Please contact; Larry Janis email janis@issg.net tel:516-767-3030 ext 301