• Owns practice sales targets for mapped account
• Reports solid to Practice Sales Head in region; dotted line reporting to GAEs if dedicated to the account
• If the GBL doesn’t have large presence then the practice will not dedicate the practice person.
• Co-owns account plan and pursuit for mapped practices along with the GAEs
• Majority of Practitioner costs allocated clearly to the SMU P&Ls

• Practitioner sales consulted but GAE owns
  o Pricing of GBL-led pitches

  o There would be guidelines laid out by CFO on boundary conditions beyond which pricing conversations would need to be done with the GBLs and GAE will have to follow the authorization manual.

• The Sales Head will be a key member of the team, leading a team of Account Managers across specified Verticals in India, to drive Sales and Revenue growth for Applications Services business, and help achieve Service Line goals. The leader needs to have a good understanding of the Applications Services business, or related businesses. He should have a strong relationship orientation, and a collaborative bent of mind, in order to be able to work with a larger ecosystem including Customers, Practices, Verticals, Technology & Consulting Partners, to identify, create and pursue opportunities. The person should have a good understanding of the larger competitive landscape, and be able to help create and drive the right competitive strategy with the teams. He should have a strong commercial orientation, and be able to help structure client engagements, knowledge of contracts, and have a good appreciation of the negotiation cycle. He should be a good people leader and have a strong Sales process orientation.

• Skills needed: - Superior selling skills and demonstrated experience of business development - Ability to lead a team of sales reps to achieve target - High degree of business acumen and achievement orientation - High on negotiation and analytical skills - Superior presentation, communication and networking skills Education & Experience: - An accomplished academic record with 15 years of extensive relevant work sales experience with IT firms. A substantial stint as a sales head in a technology BU is a must have.

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