At Zyxware Technologies, we help organisations improve their brand equity on the internet through design and implementation of digital experiences. Our expertise in Business, Engineering and Experience combines well to contribute to effective designs and efficient implementation.
Who are we as people? The sustainable results we have created for our clients is made possible by our focus on users, scalability and adaptability. It is a focus that stems from our belief in Free and Open Source Software (FOSS) as a software development methodology and as a philosophy which arises from our founding purpose. This purpose, belief and focus is the foundation of everything that we do.
How far along are we? Since 2006, we have amassed an enviable client portfolio including the likes of UNESCAP, INSEAD, 24 Mantra Organic, Audeze, Benzinga, The News Minute, Islamic Development Bank, Government of Bhutan, Arizona Strategic Enterprise Technology.
After establishing our presence in the USA, Australia, and India, we are now looking to grow globally. To do that, the focus is on on-boarding more people aligned with our values and empowering our people with autonomy to grow into the ideal career trajectories. With us you get freedom and support to make decisions that impact the business and your career.
Manager, Digital Services Sales - MS30092402
Who are we looking for?
We are looking for a Sales Manager to be part of our Sales team. Your deliverable will be to generate revenue from our assigned geographies. To achieve this, he/she will need to find potential new customers in the respective geography, present our brand to them and ultimately create long term relationships with Clients that will continue to grow business in the future. The candidate will be responsible for end to end sales cycle management i.e. from Lead generation (from the set of qualified clients and qualified contacts) to deal closure and also should have a forecasted pipeline for the following 6 months. The role would start with individual contributors, gradually adding to team expansion and team revenue management.
The Manager will be supported by the senior leadership of the organisation and will be provided with necessary inputs from the Consulting, Engineering and Quality Control Practices to build a comfort with our brand, target geographies and segments. Above all, given the commitment of the organisation to create tangible value in every activity it undertakes, we will provide the due mentorship to the candidate to emerge as a competent business leader during their association with us.
The selected candidate is expected to work from our office in Technopark, Trivandrum.
- You will develop and execute sales strategies and tactics to achieve the target revenue and margins set for the geography and segment.
- Responsible for sales planning and accurate forecasting covering identification of potential accounts, sizing of opportunities and go to market (GTM) planning and execution
- Determine clients' needs through a consultative selling approach and work through end to end buying cycles of clients. Sales Support will provide the necessary support for proposal development, drafting of agreements and collaterals for selling.
- Effectively manage the risk to revenue by ensuring that sales pipeline remains full with qualified leads & prospect
- Present the organisation including values, commitments, knowledge and capabilities to clients and prospective buyers and at suitable events represent Zyxware Technologies.
- Manage revenue booking and collections and maintain reports on both and minimise the payment default through continuous assessment of the health of the accounts
- Manage escalations from the client accounts to the mutual satisfaction of all parties involved.
- A graduate degree in engineering or computer science coupled with an MBA would be preferred. Graduate degrees in other fields are accepted if there is a demonstrated interest in technology
- You are required to have reasonably good familiarity with frameworks and tools for understanding markets and international trade; your ability to construct value chains and define industry structure will be important
- You will be responsible for developing and executing a sales plan that addresses the market reality including factors like aggregate demand, seasonality, value chain and associated supply chain.
- You will be expected to design and execute a sales process that resonates with the buying process of mid sized enterprises (annual turnover above USD 10 million and above) and large businesses (annual turnover above USD 50 million and above)
- You are expected to partner with the HR to build a sales team in support of the plan and also establish working relationship with the service delivery groups for effective solutioning for client acquisition and commercial viability of deals
- Consistent track record of revenue generation, risk management and ability to access new markets
- Should have experience in handling B2B clients from US/Europe/UK/ME/APAC regions
- Should have good knowledge of Google Workspace / MS Office, CRM and Bid Management
- Candidates with US Business Visa will be preferred
- Strong communication & presentation skills (written and oral)
- Prior experience in dealing with decision makers (technical and non technical) in services sectors.
- 5+ years of relevant international sales experience in IT or Digital Services
