Territory Business Manager

Knowledge, skills, and abilities required: 

• Understanding of the SI business model 
• Reasonable knowledge of the System integration business of Pakistan in general and the Region south in particular 
• Lead the sales team with complete management of the entire Sales cycle (Lead Generation, Customer engagement, bid management, negotiations, closures, etc.) 
• Be able to assign sales quotas to the team and coach them to achieve their targets
• Be able to set performance standards/KPIs for Self & the team 
• Be able to prepare a customer engagement plan and Major account planning with LM and team and ensure implementation and compliance 
• Add New logos (both in terms of customers and brands) to the existing portfolio 
• Maintain existing business with a focus on the bottom line and Create New business · Grow current business to double-digit % 
• Be able to conduct C-Level and HOD level of engagement · Be able to cover the major accounts on a 360deg basis 
• Be able to work as a team member with non-selling functions of the company like Engineering, CS, PMO, Finance, HR, and other Backoffice 
• Help in preparing a marketing plan in coordination with the Product management dept. 
• Has decent customer and vendor relationships that can result in profitable business for the company 
• Ability to deliver profitable business / achieve sales quotas for the region 
• Weekly and QBR reporting to the LM (includes CRM) 
• Has a fair understanding (preferably Sales certifications) of recent and upcoming tech trends in networking like SDWAN, ACI, SDN, Wi-Fi 6, Network Automation 
• Has a reasonable understanding (preferably Sales certifications) of Data Center solutions of computing, storage, virtualization, Cloud transformation 
• Has a reasonable understanding (preferably Sales certifications) of Cyber security solutions 
• Prepare well-crafted customer proposals and business cases in coordination with the Presales engineering team 
• Keep up to date on competitive solutions, products, and services and provide regular feedback on market dynamics 
• Identify business opportunities in the market and build strong, long-term customers relationship 
• Existing relationships with enterprise customers and leading Networking and Security vendors are a Must
• Should accept the challenges of any technology diversifications that the company decides to pursue. Be available to respond positively to any new products or technologies that the Line manager selects to deliver