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)