Associate Vice President Sales

Associate Vice President – New Business (Hitech Vertical)

Location: SFO Bay Area, CA / Seattle, WA - USA

Responsibilities

• Develop go-to-market and new business development strategy to acquire new customers in the Broader Enterprise Tech, ISVs/SaaS platform, Media, Entertainment, Gaming and Sports target segment in US.
• Responsible to deliver assigned quarterly and yearly - Revenue targets, EBITDA, DSO
• Understand and articulate our client offerings and value proposition from a business and technology perspective.
• Work closely with marketing and lead generation teams to plan and implement relevant campaigns/events to generate brand awareness of our client and interest in our offerings.
• Represent our client in various industry and technology forums.
• Implement strategies to identify, build and manage relationships with key contacts especially at the C-Level/Executive Management in the assigned target segment.
• Leverage strong Hi Tech, Media/Entertainment, Saas domain knowledge to understand target customers business challenges and position the appropriate offerings from our client
• Work with vendor management/procurement teams at target customers to establish Master Services Agreement (MSA) for our client and onboarding as a registered vendor.
• Identify, qualify and prioritize opportunities within target accounts and work with pre-sales / alliance teams to deliver the highest percentage of wins.
• Anchor our client' response to RFI/RFP/RFQ from prospective customers to ensure the development and on time submission of winning proposals.
• Update and maintain account plans for assigned target accounts for weekly reporting of progress within target accounts and opportunities.

Role / Skills Requirements

• 8-15+ years of experience in opening new logos and doing new business Development.
• Should have good relationships preferably C-level/Senior executives within the Hi Tech, Cloud, SaaS, Media Entertainment industry.
• Strong understanding of these Tech Areas - Data & Analytics, Emerging Tech like AL, ML etc, Enterprise Application Software, Cloud and Automation services that can be offered to client along with experience in business and digital transformation engagements.
• Working with Global System Integrators (GSI) in either Selling-With or Selling-To or Selling-With experience is must
• Ability to visualize digitally enabled business transformations and position transformational solutions based on customer business goals, new business models and disruptive digital technologies.
• Proven experience in Selling/ leading and/or delivering large scale technology driven business transformation programs for companies.
• Manage and connect global multi-disciplinary teams, partners and alliances across engagement life cycles.
• Proven track record in exposure to Partnership, Joint Go to Market, outsourcing, Managed services deals and consulting projects which includes a sound understanding of emerging trends and new business models affecting the target segment.
• Strong capability in responding to proposal requests with an eye for innovative solutioning and new business/commercial models.
• A positive, results oriented style – must have a “change agent” attitude – challenging convention and pushing us and our business towards new opportunities, approaches, ideas, perspectives, etc.
• Strong communication and inter-personal skills.