Regional Sales Manager - ATP

Location: New Delhi / Mumbai

Role Responsibilities

Achieving sales targets for Automated Testing tools within the Our Client’s range of products in client/server environments and others.

Main Activities

· Selling Automated Testing tools at senior levels.
· Selling Windows based Applications Development software at all levels.
· Achieving new sales quotas and maintaining call rates with established customers in an assigned territory, to defend those accounts from competitors' activities.
· Responsible for prospect development and customer satisfaction in the assigned territory.
· Providing territory management activities such as: sales call reports, normal territory analysis, updating the sales and marketing database, timely forecast and expense reporting and territory insight.
· Identifying sales prospects.
· Arranging and conducting product demonstrations and presentations.
· Negotiating price and volume discounts within well-defined schedules and guidelines.
· Monitoring and reporting competitors' sales activities in the territory.

Skills

· A sound knowledge of client/server environments.
· Sound Understanding of solutions selling.
· Technical aptitude with knowledge of GUI development and Web applications.
· Exposure to VB, C++, Delphi, and Object Orientated principles.
· Exposure to e-commerce - Java, COM, DCOM, ActiveX, HTLM or XML.
· Exposure to relational databases, i.e. Oracle, Sybase
· Strong persuasive skills.
· Extensive product knowledge.
· Good Planning and administration skills.
· Ability to negotiate complex sales at all levels.
· Exposure to Applications Development specifically related to testing.
· Effective time management with the ability to prioritise.

Experience

· 6+ years experience in IT sales or software and peripherals sales (min. 12 months)
· Would understand applications development from a testing and quality assurance perspective, in client/server environments.
· Experience in selling products related to application development
· Good contacts in local territory with IT Managers, AD Managers, CIOs and other IT management.
· Experienced in closing deals of $50k and above.
· May have tertiary qualifications.

Competencies
· Persistence and resilience in selling into a very defined market space
· Optimism and creativity
· Ability to effectively sell technology and options to IT managers.
· Thorough and focuses on the detail
· Sales ability - a passion for selling solutions to clients.
· Strong analytical skills.
· High levels of business and organisational understanding.
· Planning, organising and coordinating skills.
· Customer Focus - investigates and takes action to identify and meet customers' current and future needs.
· Drive for results - pursues work with sense of urgency to achieve positive results contributing to Our Client's business success.
· Team Player - engages others in open, productive dialogue and works to develop and maintain a high team morale and synergy in the product set
· Self starter - shows initiative

Kartik Ganesh
Daedalus Consulting Pvt, Ltd.
kartik@daedalus.co.in

Regional Sales Manager – APM

Location: New Delhi / Mumbai

Role Responsibilities

Achieving sales targets for, Our Clients Product line of Application Performance, Network Management and Performance Troubleshooting products.

Main Activities

· Achieving minimum annual assigned sales quota.
· Achieving new sales quota and maintaining call rates with established customers in an assigned territory, to defend those accounts from competitors' activities.
· Selling specialised business enterprise solutions at senior levels.
· Providing territory management activities such as: sales call reports, normal territory analysis, updating the sales and marketing database, timely forecast and expense reporting and territory insight.
· Responsible for the promotion, prospect development and customer satisfaction in the assigned territory.
· Maintaining call rates with established customers in an assigned territory, to defend those accounts from competitors' activities.
· Identifying sales prospects and following leads.
· Arranging and conducting product demonstrations.
· Negotiating price and volume discounts within well-defined schedules and guidelines.
· Monitoring and reporting competitors' sales activities in the territory.
· Contributing to multi-product sales achievements.

Skills

· Exceptional time management and organisational skills
· Exceptional Communication Skills
· Strong persuasive skills
· Effective business solutions selling skills at senior levels
· Extensive product knowledge
· Ability to negotiate complex sales at all levels in detail
· Ability to establish justification/business case for product
· Should have a working knowledge of Client/Server technology, especially data communication principles.
· TCP/IP exposure, procurement of networking TCP/IP exposure, procurement of networking
· Knowledge of Networking Tools (HP/Openview, Netmetrix, SunNet Manager, NetView etc) and Networking Hardware (Cisco, Bay, 3Com etc).
· Systems Management exposure is ideal (CA, HP, Tivoli, Patrol).
· Network administration or management background - LAN, WAN or Frame Relay management.

Experience

6+ years of sales experience in IT sales

Attributes

· Solutions focussed
· Thorough and focuses on the detail
· Sales ability - a passion for selling solutions to clients.
· Strong analytical skills - recognised as leading expert in speciality area.
· High levels of business and organisational understanding.
· Planning, organising and coordinating skills.
· Customer Focus - investigates and takes action to identify and meet customers' current and future needs.
· Drive for results - pursues work with sense of urgency to achieve positive results contributing to Our Client's business success.
· Team Player - engages others in open, productive dialogue and works to develop and maintain a high team morale and synergy in the product set
· Self starter - shows initiative


Kartik Ganesh
Daedalus Consulting Pvt, Ltd.
kartik@daedalus.co.in