We are seeking a agile professional to lead the full lifecycle of pre-sales and project execution for rugged computing solutions. This role is pivotal in driving revenue growth by identifying strategic opportunities within assigned key accounts and verticals. The ideal candidate will bridge the gap between technical potential and commercial success, guiding clients from initial discovery and application validation through to final contract closure and seamless product deployment. This position demands a unique blend of technical acumen and consultative sales skills to ensure that rugged devices are effectively integrated into challenging operating environments, delivering long-term value and customer satisfaction.
Key Responsibilities
- Strategic Opportunity Discovery: Proactively analyze assigned key accounts to pinpoint specific operational scenarios where ruggedized hardware offers a superior solution compared to standard devices.
- Technical Validation & Trials: Collaborate with account stakeholders to design and execute pilot programs that demonstrate the durability and performance of our solutions in real-world conditions.
- Commercial Value Proposition: Partner with client finance and procurement teams to articulate the total cost of ownership benefits, translating technical advantages into compelling business cases.
- Contract Negotiation & Closure: Lead complex negotiations regarding pricing, budgetary approvals, and final terms in coordination with leadership to secure signed agreements.
- Tender Lifecycle Management: Oversee the end-to-end preparation and submission of technical and commercial responses for competitive bidding processes within the designated region.
- Project Delivery Coordination: Act as the primary liaison to ensure equipment logistics are managed efficiently, guaranteeing timely delivery to the customer site.
- Implementation & Acceptance: Manage in office installation, user training, and demonstration sessions to achieve formal Goods Received Note (GRN) and official product sign-off.
- Financial Reconciliation: Follow up with internal commercial teams to finalize billing documentation and accelerate payment collection processes.
- Pipeline Management: Generate accurate sales forecasts, pipeline analysis, and performance reports to align with organizational targets.
- End-to-End Technical Support: Provide comprehensive technical assistance during both the sales cycle and post-deployment phases to address client needs.
Key Result Areas (KRAs)
- Achieve quarterly and annual sales targets for rugged computing solutions within the assigned territory.
- Successfully convert identified opportunities into closed deals with a high conversion rate.
- Ensure 100% compliance with tender submission deadlines and requirements.
- Maintain a healthy sales pipeline with a clear forecast accuracy of ${Forecast Accuracy Target}%.
- Secure formal product acceptance and GRN for all deployed units within the stipulated timeline.
- Drive customer satisfaction scores and retention rates through effective post-sales support.
Key Performance Indicators (KPIs)
- Revenue Growth: Monthly and quarterly sales volume against set quotas.
- Deal Velocity: Average time taken from chance identification to contract closure.
- Trial Success Rate: Percentage of pilot programs that convert into confirmed orders.
- Collection Efficiency:
Days Sales Outstanding (DSO) for assigned accounts.
- Tender Win Rate: Ratio of won tenders to total submissions.
- Customer Onboarding: Time-to-value for new installations and training completion rates.
RequirementsRequirements:
- Educational Background: Bachelor's degree in Engineering (B.E./B.Tech) with a focus on Electronics, Electrical, Instrumentation, Communications, or Computer Science.
- Experience Level: 1 to 3 years of proven experience in B2B field sales or a technical role with a demonstrated aptitude for consultative selling.
- Technical Proficiency: Solid grasp of computer hardware principles, basic troubleshooting capabilities, operating systems, and intermediate data networking concepts.
- Software Competency: Proficiency in MS Office Suite; prior experience with CRM platforms is highly advantageous.
- Language Skills: Fluency in English and the local language of the assigned territory.
Preferred Qualifications
- MBA with a specialization in Marketing.
- Previous experience in government, defense, or tender-based sales environments.
- Proficiency in additional regional languages beyond the primary territory requirements.
Who Is the Right Candidate?
The ideal candidate is a proactive problem-solver who thrives in a fast-paced, territory-based environment. They must possess a genuine passion for technology and the ability to translate complex technical specifications into clear business benefits for clients. This individual should be resilient, adaptable to travel, and skilled in building strong relationships with diverse stakeholders, from technical engineers to C-level executives. They must be comfortable navigating the nuances of government and defense procurement processes while maintaining a strong focus on customer success and long-term partnership building.