Sr Manager, Sales

Brillio is the partner of choice for many Fortune 1000 companies seeking to turn disruption into a competitive advantage through innovative digital adoption. Backed by Bain Capital private equity and Orogen Group, and growing at nearly 60% YoY since its inception, Brillio is one of the fastest growing digital technology service providers. We help clients harness the transformative potential of the four superpowers of technology – cloud computing, internet of things (IoT), artificial intelligence (AI), and mobility. Born digital in 2014, we apply Customer Experience Solutions, Data Analytics and AI, Digital Infrastructure and Security, and Platform and Product Engineering expertise to help clients quickly innovate for growth, create digital products, build service platforms, and drive smarter, data-driven performance.

With delivery locations across the United States, Romania, Canada, Mexico, and India, our growing global workforce of over 5500 Brillians blends the latest technology and design thinking with digital fluency to solve complex business problems and drive competitive differentiation for our clients. Brillio was awarded ‘Great Place To Work consistently. Learn more www.Brillio.com.

The Role:

Sr Manager, Sales position is a key role responsible for executing sales and business development strategies for target companies in the Hi-tech industry.

The candidate will play a hunter role, responsible for acquiring net new clients for Brillio (80%). The candidate might be asked to hunt for new business in existing or dormant accounts (20%). The position’s primary responsibility is to achieve new sales results for Brillio’s services. The candidate will develop revenue-producing relationships with decision-making executives at targeted firms, as well as drive the sales cycle of assigned sales opportunities from initial prospect communication through contract execution.

Responsibilities

Responsibilities:

Achieve monthly, quarterly, and annual sales targets

Execute business development, offering positioning and sales strategies as a member of the sales team.

Achieve lead generation, prospecting and other sales management goals designed to build an optimal sales pipeline.

Develop strong, long-term relationships and referrals with senior management at targeted firms.

Manage the end-to-end sales process for all opportunities including initial client communication, on-site presentations, RFI response, multi-day client workshops, RFP submission, negotiation and deal signing.

The candidate is the focal point for all communication and sales activities with prospects and customers.

Work in close collaboration with Brillio’s pre-sales team & practice teams to ensure that proposed offerings and services fully meet customers’ business and technology needs.

Provide support to customers during initial phases of engagement. Follow up and ensure total client satisfaction through the life cycle of the relationship.

Demonstrate strong personal communication and presentation skills to establish interest, credibility, and trust.

Skills and Experience

Desired Skills and Experience:

0-10 years of experience selling IT services, preferably working in a leading IT services & Digital consulting firm.

Strong desire in selling Digital transformation, Product Engineering, Cloud & Data Analytics services.

Demonstration of a consistent over-achievement of client acquisition and sales revenue targets.

Strong contact base and access to alumni, local associations, industry associations.

Experience with vendor selection processes including RFI and RFP issuance and response management.

Ability to maintain strong sales management focus during sales cycles that are typically six months to one year in duration.

Ability to manage complex negotiations with senior-level business and technology executives at leading Hi-tech companies.

Candidates should demonstrate the below listed critical leadership qualities:

• Customer Advocacy - Ensures customer success on stated and unstated business priorities through strategic advice and market leading solutions.
• Owner’s Mindset - Is passionate about Brillio’s business, deeply committed to its success and makes decisions that are in the best interest of the firm.
• Innovation Ethos - Embraces ambiguity and adopts relentless experimentation to challenge current practices and enable continuous growth.
• Execution with Pace - Displays agility to deliver high quality results in the face of changing stakeholder expectations.
• Big Picture Thinking - Creates a common definition of shared success and sets bold targets that inspire the team towards new horizons.
• Winning Through Teams - Enables a culture of collaboration and empowers teams to "raise their game” to create a winning formula.