Sales Niche

at  Virtusa

SUMMARY OF POSITION

Virtusa’s digital BFS IT solutions and outsourcing services provide Banking & Financial Services organizations with the innovation and transformation expertise to meet competitive, regulatory, financial, and customer service requirements. This role is a direct sales position that will report to the Sales Business Unit (SBU) Head & EVP-BET and work closely with the segment leadership team.
Responsible for driving new sales in Virtusa’s BFS 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.

SKILLS AND QUALIFICATIONS

Bachelor’s degree required; Post Graduate Diploma in Management/MBA degree is preferred.
Experience in a quota carrying position.
Minimum 10 years of experience in selling/closing deals in the professional services space.

• As a Niche sales Manager / director, you will be responsible for winning new customers as assigned to you from the Market Segmentation done for the respective business unit. You will be working on deals associated with the prospects, orchestrating the internal tools/competencies to showcase the company to your prospect and owning the opportunities that come along the way to respond. The success criteria are not only to close the MSA or any form of supplier enrolment agreement; but also, to win deals in BAU, key & large deals from the prospect. As a Niche Seller, you will earn your credit once a deal is booked with the pre-defined Acquire prospect.
• Develop trusted relationships, identify & prospect multiple stakeholders and multiple areas of opportunity within a potential new logo client.
• Qualify deals and move them through the pipeline process by collaborating with a multi-disciplinary global team, subject matter experts, inside sales, marketing, executive management and our partners.
• Conceptualize the customized campaigns specific to prospects, roll them out.
• Own the sales process to ensure the creation of world class, differentiated, pro-active proposals that position our services and build pipeline.
• Stay updated on industry trends, market dynamics, and competitor activities to position our offerings effectively and gain a competitive edge.
• Promote and sell Virtusa’s specialized niche services and offerings.
• Meeting new logo acquisition targets set out for business unit.