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AFL Limited
Background
AFL has been in business for over 2 and half decades is now part of CAC Holdings Company, Japan. We adopt leading-edge technologies with in-house skills and core expertise to address the customer requirements in areas of Personal Productivity Appliances, Servers, Storage, Security, Cloud, Mobility, Virtualization & Networking solutions. We have acquired trust and confidence of over 3000 customers as much as representing the most contemporary technologies and solutions of Major IT Vendors (IBM, HP, Dell, EMC, Citrix, VMware, Oracle, Symantec, … just to name a few).
We are a Global Company. We are recognized in the market to deliver most appreciated and valued Solutions & Services to Enterprises helping align their IT investments to Business Priorities. Technologies in Systems Integration, Networking, Virtualization and Security are evolving almost every 6 months – this makes for an exciting time for all at AFL to be involved in enabling our customers optimize their IT Investments, whilst addressing every area of IT leverage they may want to initiate.
POSITION: ACCOUNT MANAGER – SERVICES SALES
REPORTS TO: General Manager/ Regional Manager- Services Sales.
SUBORDINATES: Practice team
PLACE OF WORK: NEW DELHI, MUMBAI, BANGALORE, CHENNAI
KEY RELATIONSHIPS:
• Business Practice Teams
• Business Vertical Teams
• Delivery / Services Team
• Sales Operations
• Marketing & Alliance Team
Main Areas of Work:
• This role is suitable for those who have a proven track record of managing a Services Sales in a leading IT organization
• Leveraging the IT background and having familiarity with Enterprise IT Products, Solutions & Services.
• He or she should have understanding of Services Sales process to deliver appropriate support in lead qualification, presentation, proposal development, contract negotiation and closure.
• The complete product / solutions / services range will be the main focus.
• The person selected must be an excellent communicator, and will have the intellectual horsepower to absorb an ever-changing landscape of technology change and position AFL in the most favorable light.
• Opening New accounts & Generating a healthy funnel in line with the targets for “ Networked IT Services “
• Forecasting and achieving monthly business targets by offering bundled IT solutions to enterprise customers
• Business planning strategy & Execution of the strategies for the assigned territory.
• Managing account relationship, senior level positioning, effective account mapping.
KEY RESPONSIBILITIES:
• Relationship building, Experience of handling large AMC deals.
• Understand Technical requirement of customer, making presentation to client, Developing Sales Projection Plan, Execute orders, Customer Satisfaction, Negotiate & close orders.
• Negotiation & Sales Skills. Lead generation of AMC'
• Should have exhaustive experience in driving customer satisfaction related deliverables.
• Having relationship with OEM (Enterprise IT Products OEM) shall be added advantage
• Self-motivated and able to work independently
• A self-starter, takes ownership & run business independently this position requires a deep thinker who can come up with new out of box ideas as the market space is competitive and requires innovative approach to win customers.
• Demonstrated excellence in implementing and delivering Services solution for various industry verticals like Manufacturing, Telecom , Govt/PSUs, Health Care, BFSI, and so on
KEY RESULT AREAS:
• Opening new accounts & Generating a healthy funnel in line with the targets for Forecasting and achieving monthly business targets by offering bundled IT solutions to customers.
• Business planning strategy & Execution of the strategies for the assigned territory.
• Managing account relationship, senior level positioning, effective account mapping.
RELEVANT EXPERIENCE:
• 10+ years’ experience in IT Services Sales / Account management experience / Direct Sales
• Experience in solution & consultative sales of IT & Network Services like Hosted Application,
Mail Messaging, Managed IT, IT Infrastructure management tools
• Experience in handling enterprise accounts / Account management and technical sales
QUALIFICATIONS:
• Graduate with MBA preferred
PERSONAL ATTRIBUTES:
• Good communication, Presentation & Client handling skills, Technical bent of mind.
• Team player and business partner
• Excellence in business ethics and integrity
• Ability to perform under pressure
• Good team player with high confidence level to lead nominated accounts without the need for a lot of supervision
• Establishment and effective use of internal and external relationships
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