Manager - Sales

The key result areas (KRAs) will be: 

1) achievement of quarterly revenue target, RFx / Bid response

2) prospect to order conversion % 

3) quality of deliverables (proposal response, due diligence reports) 

4) internal stakeholder / external customer feedback

Active involvement and ownership in the ‘lead to closure’ cycle for BPO IFS opportunities by leading the following activities:

• Create pro-active proposals for clients in discussion with sales teams
• Coordination with all stakeholders (sales, solutions, operations, pricing, transition, technology, facilities, Hexaware Technologies et al) to ensure timely and high quality proposal submission
• Present proposed solutions to end clients
• Manage client visits at Hexaware centers during lead to closure cycle
• Lead right sourcing opportunity due diligence exercises at client locations 
• Single point of contact (working closely with the Hexaware onsite sales and account teams) for senior client stakeholders for all active proposals 
• Good understanding of pricing models, engagement models and operating models
• Ability to own discussions with pricing / finance teams to ensure Hexaware proposals are competitively priced
• Strong skills in storytelling and building narratives in the backdrop of client requirements, covering operations run, Digital transformation and Change.
• Involve junior members of the team in the above activities and provide guidance and mentoring to the new joiners in the team
• The role will require thorough knowledge of Hexaware’s capability and credentials in BPO and the existing solutions and offerings in this space
• Act as a custodian of all go to market (GTM) decks and offerings for specific area aligned within Institutional Banking
• Drive creation and publishing of thought papers to analyst groups and Hexaware stakeholders on Hexaware’s differentiated offerings 
• Drive efforts to identify market Fintechs and internal IP solutions for new offerings and Go-to-market initiatives for allocated area

Criteria:

• Over 10-12years of relevant work experience in presales, and at least 14 years of total work experience
• Good experience in BPO pre-sales (bid management, due diligence etc.) in banking (corporate      / commercial banking / investment banking / asset management/custody); managing global clientele will be a major advantage 
• Candidates with experience in sales & business development / consulting / program management / domain SMEs in Banking or Capital Markets may also apply
• Prior industry experience in banking (corporate / commercial banking / investment banking / asset management/custody) with a global bank will be an advantage
• Experience of leading teams (direct and cross-functional) is a pre-requisite 
• Candidate’s willingness to travel (short duration to domestic and global locations) in short notices is a key business pre-requisite
• Excellent communication skills is a key pre-requisite
• Qualification: Graduate with MBA (MBA not mandatory but preferred)

Shift Timings: Flexible to business requirements