Job Description

This position reports to a Regional Vice President of Sales and will play a key role in generating new revenue, defining scalable sales processes and creating efficient programs that drive predictable sales productivity with emphasis on new logos, upsell and customer success. We are seeking candidates who have a high degree of experience in Selling Application Services preferably in Salesforce eco systems including Services, Implementation, Support, Development, and Maintenance and/or experience with Microsoft Tech Stacks including .NET and Azure Cloud solutions.

Experience and Qualifications:

1. 10+ years of B2B Enterprise sales experience in IT Application Development, Maintenance and Support / Software Services with consultative sales approach
2. Professional Services Selling in the Salesforce ecosystem and enhance customer success through Salesforce including integration, customization, and enhancement
3. Display deep understanding of Salesforce ecosystem (eg Lightning, Service Cloud, Marketing Cloud, CPQ, Sales, Analytics Cloud)
4. Experience in Selling Solution in Microsoft Tech Stacks of Service including .NET and Azure Cloud solutions
5. Experience in Selling IT Application Managed Services, Staff Augmentation, etc...
6. Good understanding about Fixed Price, T&M engagement model
7. Strong rolodex in software services business with deep connects and relationships across business sectors
8. Demonstrable experience as head of sales, developing client focused, differentiated and achievable solutions
9. Excellent listening, negotiation and presentation skills
10. Experience in IT service organization with deep understanding and experience in onshore, nearshore and offshore dynamics
11. Strong ability to interact and influence effectively with C-level executives and team members
12. Comfortable with work timings involving overlapping time zones
13. Experience presenting to prospects and customers throughout any phase of the deal cycle
14. Ability to offer solution-based sales approach
15. Experience and a proven Sales methodology including pipeline management, forecasting, and prospecting for new opportunities
16. Strong leadership qualities with proven track records

Key Responsibilities:

1. Achieve Lead generation and Prospecting of New Leads
2. Identifying new trends and technologies that affect the sales of services
3. Identifying prospective Organizations for Account Based Sales and building strong relationships with Influencers and Decision Makers
4. Understand the Salesforce Eco-system and the changes that are coming up
5. Develop strong relationships with the Salesforce Sales Managers to create Partnership Sales Channel
6. Influence Salesforce Sales Managers with Milestone Salesforce capabilities and build a win-win relationship to gain from Partnership Sales Channel
7. Collaborate closely with the Salesforce Technology Practice Team in building appropriate POC’s, Use Cases to showcase the capabilities to potential customers
8. Collect and share the trends in Salesforce Industry needs with the Salesforce Technology Practice for them to build the right capabilities
9. Build a strong Sales Pipeline for long term and participate in the Growth of the business
10. Responsible for the Salesforce Topline from new Customers
11. Track the progress of all Leads, Opportunities, Proposals and Report them on a frequent basis
12. Build expertise in the other areas of technology capabilities of Milestone and cross-sell other technology services like Microsoft Tech Stack, Cloud, Analytics, Testing, RPA, ServiceNow etc
13. Work closely with Bid Management, Solutions, Delivery and Technology Practice is delivering the right solution at the right price to the customer
14. Ensure Deal Margins are in alignment with the Organization standards

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