Senior Director - Niche Sales

Company Background

Responsible for driving new sales/logo in Virtusa’s Technology, Hi Tech business. Focus on selling IT services across the Digital Transformation (DT) and Cloud Transformation (CT) marketplace, including digital consulting, UX, mobility, digital marketing, digital engineering, cloud development and migration, data/analytics, AI/ML, and more.

• This is a quota carrying, commissioned sales role, with emphasis on developing pipeline, meeting order booking targets and developing partner channels. Experience of working within a structured sales operations environment will be important.
• You should have a proven record of accomplishment 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 HiTech clients 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

• Experience in a quota carrying position.
• Experience selling into the IT industry.
• Experience working with partnerships and channels to drive new business.
• Experience selling services such as digital consulting, UX, mobility, digital marketing, cloud, digital engineering, cloud development and migration, data/analytics, AI/ML, etc.
• Ability to drive marketing campaigns.
• Good relationship and networking capabilities and a rolodex that can be used to jumpstart your pipeline.
• Creative thinker and deal maker and able to structure complex, strategic deals with an annuity component.
• Detailed oriented and able to drive a sales process to closure.
• Demonstrated successful proposal development and presentation skills to include strong oral and written communication skills.
• Capable of selling at a C-level and developing sponsorship to drive deal closure.
• Comfortable working in a hands-on environment and possesses an entrepreneurial spirit.
• Ability to travel (up to 50%)
• Bachelor’s degree