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AVP – Client Engagement IRC210657
| Job: | IRC210657 |
| Location: | United States - San Jose CA |
| Designation: | Associate Vice President |
| Experience: | 10-15 years |
| Function: | Sales |
| Skills: | Account Manager, Customer Relationship Management, Marketing & Sales, Negotiation |
Description:
Reporting to the SVP, Content Engineering, this role will drive revenue & business development initiatives of complex, multimillion dollar, multi-year, software R&D services, including initiatives such as digital transformation, and various horizontal initiatives such as core software development, modernization, QA automation, DevOps/Cloud, and big data. This is a strategic, executive sales position and will require significant travel within a selected geography.
Founded in 2000, GlobalLogic is design led digital product engineering services company and has swiftly grown to become a leader in the field of Product R&D Services and is now a Hitachi Group company working with over 200 market defining companies to bring great products to market.
GlobalLogic is headquartered in Silicon Valley, with 8 design studies and over 35 product engineering centers across the globe. We deliver digital transformation in the form of technical innovation, rapid time-to-market, new revenue opportunities, and improved quality.
Requirements:
- Understanding and prior experience working on Content Engineering, HITL, ML, Data, Ops, Scaled Operations, and related areas
- 10-15 Years of Data Ops sales experience, demonstrated success in leading sales function at a fast paced environment
- Preferred experience in selling – Process/Business/Data Operations, Support Services, ADAS/GIS data solutions
- Knowledgeable and conversant about Solution and Operations
- Sales experience in data & content engineering for product operations at enterprise scale level
- Conducting roadshows to create awareness of latest products/solutions/technology/innovations in key markets.
- Engaging with customers before release of RFP for influencing technical specifications
- Act as a consultant for internal and external stakeholders guiding them on what are the market needs and how should their product roadmaps be aligned
- Gain market insights and help shape the solutions being offered.
- Take end-to-end ownership from solution pitching, demo and bid defense.
- Work collaboratively with internal teams and create win-win situations while handling customer engagement on the ground.
- Thorough customer interactions, determine the pre and post-sales support required and manage pre-sales deliverables with internal stakeholders.
- Engage the customer at various levels to help manage perceptions Help build higher entry barriers for the competition into the account.
A track record of developing, coordinating, and deploying cross-corporate resources in pursuit of competitive opportunities. - Proven track record of new business acquisition and expanding existing accounts
- Experience in prospecting and closing deals
Job Responsibilities:
- Sales Planning and Review: You will co-create the sales plan, the sales pipeline and the Target Account List (TAL), coordinate with leadership to get TAL approved, agree on targets (monthly, quarterly & annual). You will create strategies to ensure achievement of sales targets as per the plan.
- Market Development: Be the SME within the domain of data engineering as per region as well as be a key contributor to identify business opportunities from events/conferences etc.
- Customer Prospecting and Qualification: Actively work on the pipeline of conversion as per the sales plan, appropriately addresses prospecting and lead generation. S/he will qualify the opportunities and work with their teams for creating customized solutions by continuous follow ups and touch points.
- Proposal and Solution Development: Responsible for proposal development for clients, customized to solve their problem statement. S/he will provide the required support, such as intelligence on competition, internal approvals, and regular reviews, to ensure that a winning proposal is developed.
Negotiation and Closure: Be the leader for negotiating and closing contracts with prospects and engage higher management, if required. - Contracting and MSA: Negotiate MSA terms and conditions to create a long-term relationship with the sponsors and portfolio companies.
- Account Planning and Review: Responsible for achieving account-specific revenue, margin, and utilization objectives
- Identify and develop key relationships with existing/new clients to grow sales revenue
- Deep engagement with customers to understand their needs and build/ nurture long-term relationships
- Prepare and Conduct client presentations, proposals and negotiations
- Deeply understand the services and map them to the client needs
GlobalLogic estimates the starting pay range for this role to be $161,00 to $189,000 and reflects base salary only. This does not include any additional bonus/variable compensation, benefits etc that may be applicable for the role. This pay range is provided as a good faith estimate and the amount offered may be higher or lower. GlobalLogic takes many factors into consideration in making an offer, including candidate qualifications, work experience, operational needs, travel and onsite requirements, internal peer equity, prevailing wage, responsibilities, and other market and business considerations.
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What We Offer
Exciting Projects:Come take your place at the forefront of digital transformation! With clients across all industries and sectors, we offer an opportunity to work on market-defining products using the latest technologies.
Collaborative Environment: You can expand your skills by collaborating with a diverse team of highly talented people in an open, laidback environment — or even abroad in one of our global centers or client facilities!
Work-Life Balance:GlobalLogic prioritizes work-life balance, which is why we offer flexible work schedules and opportunities to work from home.
Professional Development:We provide continuing education classes, professional certification and training (technical, soft skills, language, and communication skills) to help you realize your professional goals. Being part of a global organization, there are additional learning opportunities through international knowledge exchanges.
Excellent Benefits:We provide our employees with competitive salaries, health and life insurance, short-term and long-term disability insurance, a matched contribution 401K plan, flexible spending accounts, and PTO and holidays