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The Sales Executive (hunter) will be responsible to execute strategies for winning new logos to add to business unit portfolios. This is a hands-on sales role with personal new logo sales goals. This role is also responsible for ensuring growth and profitability of the new logo accounts, effectively handhold and manage client relationships at the appropriate level, and facilitate delivery in the account set up stage. The Sales Executive (hunter) is also responsible for achieving the assigned annual revenue quota from new client’s by actively managing the named accounts and managing revenue targets assigned.
Additional responsibilities include:
Develop specific sales plans for each named account so they can maintain business and where possible increase the sales volume
Target New Tech / Internet based client industries to sell EXLs full set of services
Work to increase revenue by identifying additional products to complement what is currently sold to the existing customer base
Drive to generate growth through new account penetration and referral and direct efforts towards building sales
Translate clients’ strategic requirements into EXL-enabled solutions to improve their business results
Work with others to achieve better results and forge close working relationships and alliances in order to get things done internally for the client
Need to have experience of handling multiple accounts
Be required to work with the Prospective/New Client Team to achieve revenue growth and profitability targets
Position EXL as a strategic partner, trusted advisor and value-creator to clients
Stay on top of information needed by prospective customers in an effort to serve as a resource
Demonstrate patience and a willingness to repeat or reinforce ideas and information until the customer understands
Seek to provide an appropriate solution by understanding what the customer is trying to accomplish
Change the sales approach or solution to accommodate the customer versus force fit the customer to an existing model
Understand the financial impact of developments on the industry and company
Orchestrate EXL’s services into solutions that meet client’s business objectives, while delivering measurable results
Drive the creation and execution of new account plans
Work closely with Delivery teams to meet and exceed client expectations, and resolve relationship and/or operations issues in a timely manner for new clients
Collaborate with other CEs, Delivery Leaders and EXL Leaders to grow the overall portfolio
Participate in client visits, industry events, trade shows, conferences and/or other marketing events as necessary
Qualifications:
Effectively and proactively managed client’s expectations, built deep client partnerships, and developed excellent communication and executive presence to connect at all levels in the organization.
Experience in mining long term complex multimillion dollar accounts, services or solutions and adding new accounts
Ability to communicate confidently at the C-level to build meaningful internal and external relationships.
Broad functional knowledge within the sector and able to connect with a variety of executive level stakeholders on their specific pain-points.
Strong sales process and operations skills (pipeline management, forecasting, budgeting, etc.)
Strategically minded and able to create a consultative and solution-minded sales environment.
A forward & innovative thinker constantly focused on shaping the organization to meet and anticipate both near and long-term business issues
Demonstrated ability to work in a multicultural global environment.
Experience and Qualification:
Ability to multi-task
Cross Sell ability
Ability to work with multiple stakeholders
Persuasive skills
People management and leadership skills
Industry focus approach
Relationship management
Dedicated to achieving business results
Be a thought-leader
Bachelor’s degree from an accredited institution, graduate degree a plus.
Preferably MBA
8-12 years of experience in sales and account management
Preferably experience in a similar vertical / domain/Industry
{"group":"Organization","title":"Vice President - Sales","zohoId":"557706000000864275","endDate":"2020-11-04T00:00:00.000Z","jobType":"Full Time","job_url":"84-exl-vice-president-sales","agencyId":1,"location":[{"lat":37.3895297,"lon":-122.0183914,"city":"Sunnyvale","text":"Sunnyvale, CA 94085, USA","state":"California","country":"United States","zipCode":"94085","is_state":false,"is_country":false,"state_code":"CA","countryCode":"US","isLocationSet":true,"loc_h3_hex_res4":"8428347ffffffff","isLocationResolved":true,"is_address_available_from_parser":true}],"maxSalary":"200000","minSalary":"150000","startDate":"2020-10-22T00:00:00.000Z","onBehalfOf":"72","description":"<span id=\"spandesc\"><div style=\"text-align: justify\" class=\"align-justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"><b>Overview:</b></span></span><br /></div><div style=\"text-align: justify\" class=\"align-justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"><br />The Sales Executive (hunter) will be responsible to execute strategies for winning new logos to add to business unit portfolios. This is a hands-on sales role with personal new logo sales goals. <br />This role is also responsible for ensuring growth and profitability of the new logo accounts, effectively handhold and manage client relationships at the appropriate level, and facilitate delivery in the account set up stage. <br />The Sales Executive (hunter) is also responsible for achieving the assigned annual revenue quota from new client’s by actively managing the named accounts and managing revenue targets assigned. </span></span></div><div style=\"text-align: justify\" class=\"align-justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"><br /><b>Additional responsibilities include:</b><b></b></span></span></div><ul><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Develop specific sales plans for each named account so they can maintain business and where possible increase the sales volume</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Target New Tech / Internet based client industries to sell EXLs full set of services</span><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Work to increase revenue by identifying additional products to complement what is currently sold to the existing customer base</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Drive to generate growth through new account penetration and referral and direct efforts towards building sales</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Translate clients’ strategic requirements into EXL-enabled solutions to improve their business results</span><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"margin-top: 0in; margin-bottom: 0pt; text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Work with others to achieve better results and forge close working relationships and alliances in order to get things done internally for the client</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Need to have experience of handling multiple accounts</span><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"margin-top: 0in; margin-bottom: 0pt; text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Be required to work with the Prospective/New Client Team to achieve revenue growth and profitability targets</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Position EXL as a strategic partner, trusted advisor and value-creator to clients</span><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"margin-top: 0in; margin-bottom: 0pt; text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Stay on top of information needed by prospective customers in an effort to serve as a resource</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Demonstrate patience and a willingness to repeat or reinforce ideas and information until the customer understands</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Seek to provide an appropriate solution by understanding what the customer is trying to accomplish</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Change the sales approach or solution to accommodate the customer versus force fit the customer to an existing model</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Understand the financial impact of developments on the industry and company</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Orchestrate EXL’s services into solutions that meet client’s business objectives, while delivering measurable results</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Drive the creation and execution of new account plans</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Work closely with Delivery teams to meet and exceed client expectations, and resolve relationship and/or operations issues in a timely manner for new clients</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Collaborate with other CEs, Delivery Leaders and EXL Leaders to grow the overall portfolio</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Participate in client visits, industry events, trade shows, conferences and/or other marketing events as necessary</span><span style=\"\" class=\"size\"></span></span><br /></li></ul><div style=\"text-align: justify\" class=\"align-justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"><b>Qualifications:</b></span></span><b><br /></b></div><ul><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Effectively and proactively managed client’s expectations, built deep client partnerships, and developed excellent communication and executive presence to connect at all levels in the organization.</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Experience in mining long term complex multimillion dollar accounts, services or solutions and adding new accounts</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Ability to communicate confidently at the C-level to build meaningful internal and external relationships.</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Broad functional knowledge within the sector and able to connect with a variety of executive level stakeholders on their specific pain-points.</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Strong sales process and operations skills (pipeline management, forecasting, budgeting, etc.)</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Strategically minded and able to create a consultative and solution-minded sales environment.</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">A forward & innovative thinker constantly focused on shaping the organization to meet and anticipate both near and long-term business issues</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Demonstrated ability to work in a multicultural global environment.</span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><br /></li></ul><p class=\"align-justify\" style=\"margin: 6pt 0in; text-align: justify\"><span style=\"\" class=\"colour\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"><b>Experience and Qualification:</b></span></span></span><span style=\"\" class=\"font\"><span style=\"\" class=\"size\"></span></span><b><br /></b></p><ul><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Ability to multi-task</span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Cross Sell ability</span><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Ability to work with multiple stakeholders</span><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Persuasive skills</span><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">People management and leadership skills</span><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Industry focus approach</span><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Relationship management</span><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Dedicated to achieving business results</span><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Be a thought-leader</span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Bachelor’s degree from an accredited institution, graduate degree a plus.</span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Preferably MBA</span><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">8-12 years of experience in sales and account management</span><span style=\"\" class=\"size\"></span></span><br /></li><li class=\"align-justify\" style=\"text-align: justify\"><span style=\"\" class=\"font\"><span style=\"\" class=\"size\">Preferably experience in a similar vertical / domain/Industry</span></span><br /></li></ul></span><br />","isHybridJob":false,"isRemoteJob":true,"noOfOpenings":1,"maxExperience":"12","minExperience":"8","isOnPremiseJob":false,"onBehalfOfName":"EXL","otherlocations":[],"zohoCurrencyIn":"USD","experienceLevel":"Director","zohoNoOfOpenings":{"noOfOpenings":1,"fulfillmentIds":["557706000000864275-1"]},"otherJobReference":null,"sharpenedJobTitle":"Vice President - Sales","job_category_group":3,"portalLocationDisplay":"Sunnyvale CA","expertise_coreskill_or_product":["Other"],"job_id":"2227"}