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20+ years of IT services (not BPO, not Infra) experience in leading Sales & Business in the Americas region including experience of selling LATAM Near shoring capabilities.Should have led 50+ member Sales & Alliances team across industry/domains & service lines to win NN and EN ACV of >USD 100 Mn. for at least 2 consecutive years.Scope of Job Region: Americas – USA (primary focus), Canada and LATAM.Delivery capability sell: US Onsite, Near shoring LATAM into Americas, Near shoring Europe into Americas and Offshore into Americas.Service line capability sell: IT Consulting, Software Development, Standard Solutions and Academy across –Digital & IT Process Transformation.Data & AI.Cloud.Software Technology – SW Architecture & Design, Functional Engineering, QA, Testing & Security.Low Code.Microsoft.Responsibilities Define the Go-to Market strategy for the region in-line with the Company & Region's business strategy in consultation with the MD Americas and the Global CEO.Build & Lead the Direct Sales and Alliances-focused Sales teams in-line with company & region's business & growth strategy, culture, systems & processes.Ensure Growth in Net New Accounts & Revenue.Drive EN growth via Account Management – Growth in Revenue and Service line penetration in Existing Accounts.Ensure Alliance led deal wins – Alliance partner identification, relationship management, joint go-to-market strategy and execution along with Service Line Heads.Drive the Invoicing & Cash collection process to ensure Account Receivables (DSO) is low.Jointly agree & get sign-off on deal's budget Gross Margin/EBITDA with Delivery Lead, Presales, MD Americas and CEO, as required.Be the Executive Sponsor of all Key Accounts and Key Deals in the region.Build & Manage relationships with all key Third party Analysts and Alliance partners to be in the knowhow of all relevant deals in the market.Lead responsibility of Price or Rate increases in T&M engagements.Lead Inside Sales team for Americas based out of India and LATAM.Drive Sales Enablement with Presales & Service Line teams.Setup Sales Operations team and ensure adequate support for Sales.Drive industry / domain focus in Sales team and selling process.Ensure correct and disciplined usage of Sales CRM like Hub Spot for Management reporting.Collaborate with Marketing on Brand, Campaigns, MQL, ABM etc.Internal Collaboration – cross-functional, cross-regional, cross-cultural.Thank you in advance,
Larry Janis
Managing Partner I Integrated Search Solutions Group
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