Sales Activation Manager - Industry (Gurugram India)

Job Objective

A Sales Activation Manager leads sales campaign planning, enablement and execution activities for their assigned Industry vertical(s), including detailed market activation plans, lead management processes as well as setting and tracking measurable goals for the Industry/Solution.  

Key Accountabilities & Responsibilities% Time

• Develop collaborative and trusted relationships with Industry Leads, Account Directors, Account Managers and their teams and communicate priority solutions and relevant positioning strategies for their clients.
• Work with marketing to assess Marketing Qualified Leads for acceptance as Sales Qualified Leads.  Manage the assignment and execution of sales qualified leads within the commercial organization.
• Work within a clear and consistently applied sales campaign management process to increase new business as well as accelerate speed of capture time by thoroughly understanding the buying process.
• Monitor performance of sales activation and execution through pipeline accuracy, pattern identification and promotion of key wins to increase conversion rates.
• Partner with multi-disciplinary teams including marketing and communications experts to develop and execute the sales strategy and enablement plans.
• Analyze various reports to assess business health including pipeline coverage, forecast and achievement vs. pipeline and booking goals.
• Based on data and market analysis identify opportunities for proactive intervention with account and solution teams to generate additional sales opportunities and/or architect new sales campaigns.

Influence And Decision Making Authority

Operates within broad practices and procedures, with a degree of independence (provided within approved operating plans, objectives and functional policy).  These jobs may determine how and when results are achieved and may set standards, and procedures for others to follow to achieve annual results. 

Works to influence others to accept job function’s view/practices and agree/accept new concepts, practices, and approaches. Requires ability to communicate with executive leadership regarding matters of significant importance to the organisation. May conduct briefings with senior leaders within the job function. For example:

• Working with Industry and Service Line teams to prioritize campaigns
• Working with commercial organization to assign and track leads, escalate to industry and campaign leaders when needed
• Working with marketing to optimize an end-to-end campaign and lead management process
• Capturing and sharing best practices and lessons learned within the Sales Activation team and with other core stakeholders.

Job Requirements & Capabilities

Qualifications:

Bachelor’s Degree preferred, or equivalent experience

Job specific capabilities/skills:

• 7-10 years direct sales / revenue generating experience, ideally in a consulting or professional services environment.  
• Demonstrated success in driving sales management, sales planning, enablement and operations processes for complex consulting solutions.
• Strong understanding of client issues and ability to articulate value propositions internally and externally for assigned industry; experience of collaboration across service teams, industries and regions to address complex account efforts
• In-depth knowledge of sales enablement best practices
• Highly data-driven and able to leverage strong project-management and organizational skills to anticipate roadblocks and juggle competing priorities.
• An ability to operate at pace and with a high attention to detail
• Exceptional interpersonal communication skills, as well as a demonstrated ability to cultivate business relationships and play a “connective” role in a global organization
• Familiarity with sales methodologies, sales applications and assigned industry
• Familiarity with Salesforce platform preferred