Account Managers/Sr Executives (Enterprise)– Gurgaon/Mumbai/Ahmedabad/Kolkata/Bangalore/Chennai

Account Managers/Sr Executives (Enterprise)– Gurgaon/Mumbai/Ahmedabad/Kolkata/Bangalore/Chennai

Contact us at surendra@pivotal.associates || +91 99867 39628 || H/P: +65 9165 5825

 

Title:                Account Managers/Sr Executives (Enterprise)

Reports To:    Business Head/VP

Department:  Sales

Experience :   6-10yrs

 

Account Managers/Sr Executives (Enterprise)

 

Primary Responsibilities:

 

• Establish relationship with System Integrators/Strategic Accounts/ELV Consultants & End Customers (strong experience in enterprise/commercial/industrial/building/ELV segment is a MUST).

• Manage our existing key Accounts.

• Create and execute on detailed sales plan to achieve revenue objectives.

• Maintain monthly forecast and sales pipeline.

• Develop and maintain close working relationships with appropriate internal and external resources and partners.

• Participate in account planning and strategy activity.

• Understand and appropriately leverage sales and support resources.

• Work to increase awareness and interest in company’s products & solutions in assigned territory or accounts.

• Maintain high level of knowledge on company’s products, roadmaps, competition, pricing, market share, and key product differentiation.

 

Attributes:

 

• Strong organizational skills.

• Go getter.

• Works on problems/projects of diverse complexity and scope.

• Exercises significant independent judgment to achieve objectives.

• Ability to stay focused on goals and objectives.

• Willingness to travel extensively within assigned territory.

• Ability to operate and make decisions in complex environment.

• Ability to operate with minimal tactical direction.

• Self-motivated, competitive and goal oriented.

• High energy drive to close business and exceed assigned sales goals.

• Strong presentation, sales, negotiation and influencing skills.

• Organized and has track record of working effectively in a team.

• Effective at qualifying sales opportunities and time management

 

Preferred Background.

• Prior security product experience (IVMS, Video Analytics, CCTV, Access Control, Intrusion and other ELV solutions) - A MUST.

• Good written and verbal communications skills

• Strong negotiation and interpersonal skills

• Min 6-8 years of outside sales experience in a similar industry/environment.

• Solid track record of over quota achievement in technology sales.

• Vertical industry knowledge.

Country Manager/ AVP/National Manager – VSaaS

Country Manager/ AVP/National Manager – VSaaS

Contact us at surendra@pivotal.associates || +91 99867 39628 || H/P: +65 9165 5825

Designation: - Country Manager /AVP/National Manager - VSaaS Business Unit (Video Surveillance as a Service)

 

Reporting to:-  VP (Sales & BD)

Location: Gurgaon

Exp:15-20 yrs.

 

Job Description:

 

Looking for an experienced AVP/Head of Business Development with proven success in designing and executing a process-driven Sales strategy for SaaS products in India and Global markets. Responsibilities include developing VSaaS business model & GTM, key growth sales strategies, tactics, action plans and successful execution of these strategies. Your duties will include hitting annual targets, building & maintaining relationships, and understanding customer trends. You will also be responsible for developing and maintaining multiple stakeholder relationships across the globe.

 

Responsibilities:

 

• Responsible for developing VSaaS business strategy & GTM.

• Revenue generation across all sectors.

• Design & drive a process-driven, consultative sales strategy.

• Research and identify customer prospects and targets in the global market.

• Ensure rapid follow up and qualification of all inbound and outbound leads.

• Manage all steps in the sales pipeline including qualification, demos, proposals, securing required contract paperwork, and coordinating with the operations team to drive ongoing success and adoption.

• Understand and advocate for the sales team's needs, issues, pain points while balancing company goals and KPIs.

• Identify and implement strategies to increase lead generation.

• Ensure quarterly and annual delivery of individual and team performance objectives.

• Collaborate with the product team to drive adoption, customer success, and feedback on future product enhancements.

• Foster partnerships, build the network, and channel relationships across geographies. • Work closely with marketing, lead-generation teams to build and execute outbound sales strategy.

• Stay current with industry trends, priorities, via participation in industry conferences and other networking and educational events.

 

Skills and Experience Must have:

 

• An engineering graduate with management qualification from a premium institute.

• Minimum 15+ years of experience working Business development/Sales leadership roles.

• Strong experience in SaaS platform selling across various verticals.

• Strong understanding of Software as a service business models.

• Proven track record of meeting or exceeding targets.

• Ability to communicate, present, and influence all levels of the organization, including executive and C-level.

• Proven ability to drive the sales process from plan to close.

• Proven ability to articulate the distinct aspects of products and services.

• Proven ability to position products against competitors.

• Proven ability to hire, recruit, train, and manage a sales organization.

 

Good to have:

 

• Experience in setting up a SaaS business unit from scratch.

• Experience or Knowledge in video surveillance, video analytics, artificial intelligence applications and software.

Country Manager /AVP/National Manager – India (Bangalore/Mumbai/NCR)

Looking for Country AVP/National Manager – India (Bangalore/Mumbai/NCR)

Contact us at surendra@pivotal.associates || +91 99867 39628 || H/P: +65 9165 5825

 

Designation: - Country Manager /AVP/National Manager (Enterprise)

Reporting to:-  VP (Sales & BD)

 

The CM/AVP/NM will be responsible of business development, sales & marketing of company products in the Enterprise market (non-government business) through channel development, consultant & end user relationships and other stake holder relationships. The position is a P&L position at national level.

 

Responsibilities

 

v  ▪ Sustain & increase market share in the assigned territory.

v  ▪ Achieve assigned growth targets and KPIs.

v  ▪ Provide regional sales leadership.

v  ▪ Develop growth of Enterprise verticals in a planned and sustained manner.

v  ▪ Promote and develop a value selling culture.

v  ▪ Deliver sales revenue on budget objectives.

v  ▪ Analyse and report the market intelligence.

v  ▪ Perform other related tasks as assigned from time to time. Tasks

v  ▪ Sales budget development, tracking and delivery on budget.

v  ▪ Expense budget development, tracking and delivery on budget.

v  ▪ Ensuring Monthly sales team pipeline discussions and associated reporting

v  ▪ Sales revenue forecast management and reporting (90-day, 30 days, bi-weekly updates)

v  ▪ Frequent field travel to ensure visibility, channel & other stake-holders relationship.

v  ▪ Ensuring field interaction with the eco-system

v  ▪ Ensuring field interaction with A&E and consultant community

v  ▪Education, promotion, and adoption of channel partner program strategies in the field

v  ▪ Review and approval of project registration and deviation process/documents

v  ▪ Interaction with pre-sales engineering on pilot approvals, on-site assistance, and related issues

v  ▪ Follow up with post-sales on outstanding, stranded, or strategic support issues.

v  ▪ Global interaction on strategic or large project support issues

v  ▪ Assistance with overlay events that are not specific to regional field sales territories – National tradeshows, company events.

v  ▪ Actively working to streamline process and empower sales team success.

v  ▪ All other duties as assigned periodically by the manager. Professional

 

Qualifications:

 

ü  ▪ Minimum Graduate (Engineering Preferred) with Degree or Diploma in Business Management.

ü  ▪ Minimum 15+ years of core business development/field sales and/or sales management experience.

ü  ▪Minimum 8 Years of leadership/team management experience at a national level.

ü  ▪ Strong experience in ELV/A&E/Architect/Consultant community. ▪ Exposure & Experience in Video Surveillance & Security Industry in the region with established contacts.

 

Preferred Skills:

 

Ø  ▪ Leadership ▪ Hands on tactical

Ø  ▪ Detailed & Process oriented.

Ø  ▪ Structured ▪ Problem solver

Ø  ▪ Strong negotiation skills

Ø  ▪ Ability to manage through a strategic outlook.

Ø  ▪ Fluent in the technology of virtual communications

Ø  ▪ Excellent public speaking ability

Ø  ▪ Awareness in the industry of market intelligence

Ø  ▪ Ability to close large projects.

Ø  ▪ Competitive, goal-orientated drive

Ø  ▪ Ability to motivate and coordinate in fast paced industry.

Ø  ▪ Ability to exercise discretion and independent judgement with important matters.

Ø  ▪ Upholds organizational values.

Pre Sales/Sales Engineer (SEA) – Singapore

Pre Sales/Sales Engineer (SEA) – Singapore

Looking for Pre Sales/Sales Engineer (SEA), Location: Singapore || Experience 5+ years || Contact us at surendra@pivotal.associates     || H/P: +65 9165 5825

Pre Sales/Sales Engineer - Territory – SEA

Our Client, a Pioneer in providing Unified Video Computing Platform powered by Artificial Intelligence & Deep Learning. Our Client has been ranked #1 Video Management Software provider in India, and among the top 5 in Asia (OMDIA Informa Tech 2021)

Our Client Unified Video Computing Platform (UVCP™) helps make sense of surveillance, by providing with an end-to-end solution for a wide range of applications such as Intelligent Video Management Software (IVMS), AI powered Video Analytics, Intelligent Traffic Management Systems (ITMS), Facial Recognition and various other video forensic & investigation tools. The platform is powered by our Artificial Intelligence and Deep Learning engine, which is trained on humongous data sets, making our solutions incredibly robust and smart. All our products and solutions are integrated yet modular, ONVIF compliant, OS and hardware agnostic, scalable and interoperable.

We have built a complete ecosystem of strategic partnerships with System Integrators, Consultants and OEMs, always supporting them with our high-performance teams and world-class service.

As a part of business expansion Our Client is looking for an experienced Pre Sales/sales Engineer for the territory of Southeast Asia & ASEAN. The position is based in Singapore.

The Pre Sales/Sales Engineer will be a member of global pre-sales team and would be reporting to Regional Manager/Director of SEA region.

 

Responsibilities

 

The role contributes to the business by being responsible for the technical aspects of the sales cycle, transmitting knowledge and information about Our Client Products & Solutions to its partners, consultants & end users.

As holder of the position, he/she will be responsible for providing pre & post-sales support to partners/end users etc. This involves preparing response to RFPs/RFIs, providing proof of concepts/demos and engaging with partners & customers for designing the optimum solutions.

More specifically the work will involve but not be limited to the below:

•               At all time support and work in close conjunction with Regional Manager/Director.

•               Making customers visits, conducting product demonstrations, PoCs and installations.

•               Supporting the sales organization in tender and RFP/RFQ process and answering project related questions.

•               Helping the sales organization to qualify tenders in order to select projects

•               Continuously keep the technical knowledge up to date on the latest products

•               Work with the central pre-sales organization and develop written pre-sales material of technical nature, both in the form of articles and PowerPoint presentations (incl case studies).

•               Helping sales organization & partners to increase knowledge about the Our Client portfolio.

•               Conducting partner trainings/solution seminars etc. to increase awareness & knowledge transfer.

•               Follow-up on set KPI's related to the function and offer a contribution to reach the target set for the region.

 

Qualifications

•               Engineering graduate in computer science/equivalent

•               5 years of experience in pre-sales/solution designing/product support for similar products.

•               Experience in Video Security & Surveillance Industry will be an added advantage

Business Manager – Major/Enterprise Accounts – Mumbai, India

Looking for Business Manager – Major/Enterprise Accounts –West Region (India)

Contact us at surendra@pivotal.associates || +91 99867 39628 || H/P: +65 9165 5825

 

 

Business Manager – Major/Enterprise Accounts

 

 

Title:                             Business Manager  – Major/Enterprise Accounts- West

Reports To:                 Director

Experience –               12-15 years

Job Location :             Mumbai, India

 

 

 

·      Candidate should be self-driven and go getter to successfully achieve assigned targets.

·      Experience: Should have overall sales an experience of around 12-15 years with atleast 8 years handling telecom accounts in India.

·      Should have direct sales experience in selling network & security solutions to service providers in India.

·      Good understanding of the IT, Network, Security, OSS/BSS and VAS departments in an operator. Should be a quick learner to adapt to newer technologies.

·      Should have worked with OEM, NEPs, Large SI or related environment.

·      Candidate should have strong connects/relationships with CXOs, VPs and decision-making authorities in this field.

·      Proven track record of managing high value deals in highly competitive scenario in the target market

·      Should have experience of people management.

·      Should be ready to travel across India.

·      Adhere to defined sales processes of the organisation (MIS & Reports) for business decisions and grow/maintain the funnel as per organizational growth plans.

·      Qualifications: Engineering Graduate or/ and Graduate with MBA, preferably with a specialisation in IT/Sales & Marketing from a reputed institute/ university.

 

Skills & Knowledge:

o   Extensive experience in selling IT Solutions and Services including, but not limited to

Security Solutions, Networking solutions, Managed Services, Cloud Services, Data Center Solutions, System Integration, Managed

Network Services etc.

o   Strong communication skills (both written & verbal) and aggressive selling skills

o   Teaming, liasoning, relationship Management, negotiation, business domain knowledge.

 

Key Outputs/performance indicators:

o   To achieve weekly/monthly/quarterly order booking sales targets for the assigned accounts in the region.

o   Retain revenue with the existing accounts and ensure higher share of wallet.

Regional Sales Manager - West – Mumbai, India

Looking for Regional Sales Manager –West Region (India)

Contact us at surendra@pivotal.associates || +91 99867 39628 || H/P: +65 9165 5825

 

Title:                             Regional Sales Manager – West

Experience:               8-10yrs

 

Position Summary:

 

He/she is responsible for achieving sales targets through premium / “blue-chip” accounts. This includes the development of strategic customer opportunities and the development of new accounts and/or growth of existing accounts.

 

Primary Accountabilities:

 

·         Goal is to increase number of large customers and move to maximize opportunities in total account for all products and services that Organisation offers.

·         Responsible for business development in assigned region and maintain pipeline as per assigned sales target.

·         Responsible for preparing and coordinating account management plans of sales proposals, tenders/bid teams and contracts.

.          Team handling experience

.          Responsible for profit / loss accountability for region

·         Required to maintain account plans and participate in regular “test and improve” sessions on current opportunities.

 

Qualifications (knowledge, skills, abilities)

 

• Engineering graduate. Engineering with an MBA will be preferred
• Proven sales skills with end customers, preferably with channel interaction as a benefit, with at least 8-10 years proven experience.
• Excellent product knowledge and ability to apply features and benefits of products to user needs as well as proven history in learning new product sets and features and applying these to customer sales opportunities.
• Solution selling skill  and knowledge/ understanding  of  Enterprise Application and technology
• Ability to keep customers abreast of technological developments and trends and competitive activity and communicate relevant information to customer base.
• Ability to work with Channel and manage end user sales .
• Understanding of channel, distribution and IT market landscape.
• Understanding of Application delivery & security solution   as well as other complimentary products and partners.
• Good track record in the industry
• Strong proven negotiation skills to sell value of product and not focus on pricing.
• Open for travel across the region