Captive Sale Role

The Sales Manager / Director of sales capture, you will be responsible for winning (i.e. booking) key / large / mega deals. Your role is to bring all the needed skills and competence to take a deal through all the response stages to a closure. You are expected to build the bridge between client buying organization and Virtusa’s response team; ensure that all the asks are appropriately addressed; get coaching and insights from deal sponsors; and able to defend the solution we propose – from scoping to estimation and final negotiation.
Responsibilities
Manage the opportunity from sales pursuit to close using deep sales process and offering expertise. Develop relationships with key buyers and decision makers at new and/or existing clients; protect and grow the business. Act as point of contact for resolution and escalation of all key items with the client and internally.
Conceptualize the solutions to complex business problems using Virtusa’s capabilities as part of pursuit response.
Developing competitive proposals and presentations working as part of the flying formation (deal team), that effectively address the needs of potential customers and position Virtusa as the leading solution provider.
Structuring complex deals, negotiating commercial terms, and winning contracts through close collaboration with our multi-disciplinary team of offerings, delivery, friends of sales, executive management to create world class, differentiated proposals that highlight our services and position us to outperform our competition.
Interact with senior management levels at a client and/or within Virtusa, which involves negotiating or influencing on significant matters
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
Minimum 5 years of experience in originating and capturing complex multi-tower service deals (deal value > 10 MUSD)

Work arrangement
No