Presales architect - Digital Practice

Tata Elxsi’s strong domain expertise in Media and Communications, complemented with our experience in delivering vertically industry use cases, enable customers to differentiate and win. We offer integrated services from research and strategy to electronics and mechanical design, software development, validation, and deployment, supported by design studios, global development centers, and offices around the globe. These cover the entire spectrum of the 5G Services, Edge computing services, and subsystems to the connectivity, cloud platform and infrastructure elements.

We are seeking Techno-Sales Specialist with 15+ years of experience in digital transformation to drive our digital transformation initiatives and help our clients achieve their business goals.

Key Responsibilities:

• Build and maintain strong relationships with existing and potential clients to understand their business needs and digital transformation goals
• Collaborate with clients to assess their current technology infrastructure and identify opportunities for digital transformation
• Provide expert advice on suitable solutions and strategies to achieve their objective
• Develop and deliver compelling presentations and proposals that showcase the value and benefits of our digital transformation services
• Tailor presentations to address specific client needs and concerns
• Stay up-to-date with the latest trends and technologies in digital transformation, including cloud computing, artificial intelligence, IoT, data analytics, and cybersecurity
• Leverage your technical knowledge to articulate complex concepts in a clear and understandable manner
• Develop and execute effective sales strategies to meet or exceed sales targets and revenue goals
• Collaborate with the sales and marketing teams to identify and pursue new business opportunities
• Work closely with the Delivery / project management teams to ensure seamless execution of digital transformation projects
• Provide input and technical insights to help shape project plans and deliverables
• Act as a liaison between clients and our technical teams throughout the project lifecycle, addressing any questions or concerns and ensuring client satisfaction
• Conduct market research to identify industry trends, competitive intelligence, and potential clients
• Use this information to refine sales strategies and stay ahead of the competition
• Maintain accurate records of sales activities, client interactions, and progress toward sales targets
• Generate reports and analyze data to evaluate the effectiveness of sales strategies
• Continuously enhance your knowledge and skills through training programs and certifications related to digital transformation technologies and sales techniques

Qualifications:

• Bachelor's degree in a relevant field (e.g., Computer Science, Business, Marketing).
• 15+ years of professional experience
• Proven experience in sales or techno-sales, with a strong understanding of digital transformation technologies
• Excellent communication and presentation skills, both written and verbal
• Strong problem-solving abilities and a consultative approach to sales
• Ability to work independently and as part of a team
• Results-driven with a track record of meeting or exceeding sales targets
• Familiarity with CRM software and sales analytics tools is a plus.

Brief KPIs:

Revenue Growth:

• Increase in revenue generated from digital transformation services and solutions.
• Target: Achieve 20% percentage increase in revenue.

Pipeline Value:

• Value of the sales pipeline for digital transformation projects and services.
• Target: Maintain a healthy pipeline to ensure continuous business growth.

Customer Acquisition Rate:

• Rate at which new clients are acquired for digital transformation projects.
• Target: Achieve at least one new client per quarter.

Customer Retention Rate:

• Percentage of existing clients retained for ongoing digital transformation projects
• Target: Maintain a high retention rate through successful project delivery and customer satisfaction.

Deal Win Rate:

• The percentage of digital transformation opportunities won compared to the total number of opportunities pursued

Cross-selling and Upselling:

• Percentage of existing clients who purchase additional digital transformation services
• Target: Increase revenue through successful cross-selling and upselling efforts.

Innovation and Solution Development:

• Number of new digital transformation solutions or services developed and introduced to the market
• Target: Demonstrate a commitment to innovation by regularly introducing new offerings.