The successful candidate will play a critical Sales leadership role to double the size of Appirio's business in EMEA FY 21. They will manage and coach a growing team of Account Executives and take responsibility for a specified EMEA revenue target. They will demonstrate long-term potential to grow as a commercial leader in Appirio, where investment has been secured through two of the world's most prestigious private equity funds.
Appirio, a Wipro Company helps customers improve Worker & Customer experiences with outcome-oriented consultants who bring the latest digital thinking and unmatched cloud experience. We create actionable strategies that deliver results quickly, and help organizations adapt to a new experience-driven era. We do this by harnessing the power of one of the world's largest crowdsourcing communities and thousands of pre-built solution accelerators. Appirio is a trusted partner to some of the world's largest brands, including YP, Cardinal Health, Coca-Cola, eBay, Facebook, Home Depot, Sony PlayStation, Moen, and IBM.
Participate with executive staff in developing company strategy and resources;
Contribute to the development and strategies associated with the corporate sales and revenue plans;
Assist in developing pricing strategies and models;
Participate in and contribute to product development direction and strategies;
Ability to work cross-functionally;
Ability to effectively manage, motivate and demonstrate above average leadership with sales team and other support staff associated with the sales cycle;
Build strategic relationships with Customer stakeholders, Wipro Account executives & Wipro Industry leads
Oversee the development and execution of account plans with both our partners and prospects & Wipro account managers;
Act as a player-manager, act as a sales lead and establish & oversee deal teams on our biggest deals;
Meet and exceed assigned sales booking and revenue goals, monthly, quarterly and annually;
Hire, coach, mentor and manage sales team effectively;
Set individual sales quotas for sales team and drive personnel to meet these goals;
Engage consistently in direct sales and partner activities in order to drive actions and accountability from the sales team and outside teams/groups;
Develop and execute optimal sales process/methodology to meet targets goals;
Manage sales budget and headcount to plan;
Develop, analyse and monitor payment of sales compensation plans including commissions and other incentive programs;
Identify, negotiate and close major commercial agreements.
Pipeline and Forecast Management
Assure timely & efficient action and execution of sales leads and opportunities;
Work with VP Operations EMEA to build out the sales ('farming' and account management) component of our new client engagement model;
Analyse business performance, understand underlying drivers, set and achieve goals;
Refresh and refine our PR and marketing strategies;
Speak at conferences and drive other field marketing activities.
Education and Experience
Minimum of 8 years experience of Sales Management;
Batchelors degree is essential.
The individual will have a pedigree of individual sales achievement within the technology industry and leading Global System Integrators
Proven record of delivering an eight digit sales target in previous sales management positions;
Management of P&L
The position requires significant business maturity and the ability to present communicate and negotiate with customer and partner leadership executives;
A high-energy individual who is able to simultaneously manage multiple sales cycles and the ability to communicate and drive sales cycles with accuracy, reliability, and professionalism;
This position will work closely with marketing, delivery, business development and product management organisations, requiring a strong team ethic and willingness and ability to collaborate;
Ability to work independently, take initiative, work across functional teams and drive results;
Strong analytical, communication, writing and presentation skills;
Strong leadership ability and management experience;
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