Solutions Sales Executive

Job Responsibilities

• Generate new leads by focusing on hunting for new opportunities through existing professional networks, cold calling, and leveraging on other methods to contact the decision-makers.
• Be a trusted technology advisor to the target client to generate and qualify the right opportunities.
• Ensure the customer’s product requirements and expectations are managed and met by understanding the customer's business & and technology.
• Work closely with the client in developing solutions, identifying the right technologies, and in positioning iHorizons as the prime contender to win the deal.
• Own and manage the bidding process in collaboration with the bidding team and be responsible for the accuracy and quality of the end proposal and bid package till the signing of the deal.
• With a sales cycle, support senior management with the market, account, competitor, and bid intelligence information.
• Independently manage negotiations and deal closure for small and mid-sized deals
• Provide the right input and support the Sales Manager in negotiating and closing large deals.
• Meet or exceed revenue targets by bringing in new customer logo’s and cross/upselling to existing or allocated accounts.
• Sell the range of iHorizons services assigned to the role holder.
• Ensure that revenues generated are at acceptable gross margins.
• Support the Sales Operations team to maintain and update the customer file for each client, which includes copies of contracts, proposals, letters, delivery notes, invoices etc.
• Support the Sales Operations team on contract renewals
• Facilitate maintenance (reducing churn) of existing customers to ensure renewal of annuity contracts.
• Follow up on invoices and be responsible for payment collections.
• Have a full understanding of all current and old contracts signed with the customer and complete knowledge of our services and cost structure.
• Function as a single point of contact for the customer always
• Conduct continuous market analysis and research on the dynamics of the account. Keep abreast of the developments from the client’s side and the market in which the client operates.
• Provide customized client-specific support during the three stages of client management: Bidding Cycle Management, Project Implementation, and Recurring Service / after-sales support.
• Work closely with the project team to maintain a continuous knowledge of project status for identifying potential issues and/or opportunities within the project.
• Be involved from the project kickoff meeting until the final project sign-off; attend project meetings extensively and monitor customer satisfaction levels during implementation, take initiative-taking measures to assure and maintain customer satisfaction.
• Drive account management and influence organizational engagement resulting in footprint expansion.
• Generate and maintain a credible forecast for accounts, share this information regularly to management, and suggest new lines of products/services relevant to clients/market.
• Prepare a full account development plan to identify all customer's business aspects in terms of revenue, requirements, opportunities, risk, etc., and maximize business opportunity.
• Identify and develop new leads from existing accounts.
• Increase the services offered to the customer. The role holder may be expected to increase the income generated by cross-selling and up-selling.
• Promote all iHorizons products/ services as they become available.
• Build trust and strengthen relationships by keeping customers informed on the way emerging technologies can help their business.
• Prepare briefings on the business, technical, and financial benefits of technology and collaborate with customers to develop customized solutions.
• Use iHorizons CRM to log and update all activities and generate sales reports.
• Provide other ad-hoc reports and analysis as required by the Sales Manager
• Visit major customers regularly, to strengthen relations and establish business opportunities.
• Entertain customers as and when necessary, to build strong relationships with them.
• Build relationships with the senior business and financial executives who influence purchasing decisions in customer companies.
• Maintain relationships with technical decision makers such as the Chief Information Officer, Information Technology Director, and Information Technology Manager on a day-to-day level.
• Coordinate with the Marketing Communications Coordinator on identifying and executing marketing opportunities.
• Participate in trade shows and technology events to promote company products and develop leads.

Job Requirements

• Bachelor’s degree in business studies, Computer Sciences, or related field
• Minimum experience of 5 years of experience selling Customized Software Solutions.
• Experience in customized enterprise IT solution sales.