Company Background
Virtusa Corporation: visit http://www.virtusa.com/
Summary of Position
Responsible for New Business Development playing a pivotal role in driving the growth of our Banking & Financial Services business in US North-East. This role would be responsible for identifying, prospecting, and acquiring new clients, as well as nurturing relationships with existing clients to maximize business opportunities. The primary objective will be to expand Virtusa's client base and increase revenue through strategic sales initiatives and effective relationships for driving new sales in Virtusa’s BFS business. Focus on selling defined IT services offerings across Cloud Engineering, Digital Process Automation, Application Engineering, Analytics & Insights and Data Modernization, Enterprise Application Integration, AI/ML, and more.
The target market is large enterprise or upper mid-market, with an industry focus selling into the BFS segment. This role is a direct sales position that will report into the BFS sales head.
This is a quota carrying, commissioned sales role, with emphasis on developing pipeline, meeting order booking targets and developing partner channels. Established network and/or relationships in Tier 1 Financial Institutions is a must.
You should have a proven track record of being an over-performer/exceeding quota, and should be self-motivated, detail-oriented, and a good multitasker.
Experience working at an IT services firm that has focused on selling digital and cloud transformation services. You should be comfortable speaking with both senior level technology and non-technology buyers. You can interact at a strategic level, convey complex concepts and articulate value.
Responsibilities
- Work with wider BFS team to position Virtusa as a leading provider of Digital and Cloud Transformation services.
- Network, develop campaigns, and collaborate with partner channels to develop pipeline.
- Develop trusted relationships, identify multiple stakeholders and multiple areas of opportunity within a potential new logo client.
- Qualify deals and move them through the pipeline process.
- Collaborate with a multi-disciplinary global team, subject matter experts, inside sales, marketing, executive management, and our partners.
- Own the sales process to ensure the creation of world-class, differentiated, pro-active proposals that position our services and build pipeline.
- Articulate client pain points, describe the overall opportunity and lead and orchestrate oral presentations.
- Structure complex deals, negotiate commercial terms, and have a history of closing deals.
Qualifications
- Bachelor's degree in Business Administration, Marketing, or related field. MBA preferred.
- Proven track record of success in sales or business development, preferably in the IT consulting industry.
- Strong understanding of IT services and solutions, including software development, cloud computing, data & analytics, BFS consulting, UX, mobile solutions etc.
- Excellent communication and interpersonal skills, with the ability to build rapport and influence key stakeholders.
- Demonstrated ability to think strategically, analyze market trends, and develop actionable insights. Creative thinker and deal maker and able to structure complex, strategic deals with an annuity component.
- Results-oriented mindset with a focus on achieving and exceeding sales targets.
- Highly motivated, proactive, and resilient, with the ability to thrive in a fast-paced, dynamic environment.
- Experience working with partnerships and channels to drive new business.
- Good relationship and networking capabilities and a rolodex that can be used to jumpstart your pipeline.
- Demonstrated successful proposal development and presentation skills to include strong oral and written communication skills.
- Comfortable working in a hands-on environment and possesses an entrepreneurial spirit.
- Ability to travel (up to 50%).
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