Company Background
Virtusa Corporation is a leading worldwide provider of digital transformation services that accelerates business outcomes for Global 2000 businesses in banking and financial services, Healthcare & Life Sciences, Insurance, and telecommunications, technology and media. With over 27,000 people and over 50 offices worldwide, we harness our deep design and engineering heritage to help global organizations tackle their toughest technology challenges. We help our clients identify strengths, uncover opportunities, and accelerate their path to digital transformation through the use of our Digital Transformation Studios (DTS). We blend unique perspectives and proven expertise across consulting, design and engineering disciplines. We challenge convention, and one another, to create compelling experiences that delight users and transform business. We have a passion for trying new ideas. And a rapid process to bring them to life. Whether it's the digital enterprise, mobile wallet, the IoT or virtual reality, we're investing, experimenting, tinkering and hardening the technology that sets the pace in an ever-changing world. Through a proven platforming methodology, domain expertise and technology innovation, we deliver growth through differentiated solutions. We bring best in class digital engineering services to every engagement, with deep expertise in digital strategy and design; customer experience; analytics; mobile; cognitive/AI; full stack engineering, microservices, IoT; and cloud services. For more information, please visit http://www.virtusa.com/
Summary of Position Virtusa’s digital Information Services IT solutions and outsourcing services provide Information Services organizations with the innovation and transformation expertise to meet competitive, regulatory, financial, and customer service requirements. This role is a direct sales position that will report to the Sales Business Unit (SBU) Head - TIME and work closely with the segment leadership team. Responsible for driving sales in Virtusa’s Information Services business. Focus on selling IT services across the Digital Transformation (DT) and Cloud Transformation (CT) marketplace, including digital consulting, UX, mobility, digital marketing, digital engineering, cloud development and migration, data/analytics, AI/ML, and more. This sales role, holds emphasis on developing pipeline, meeting order booking targets and developing partner channels. Experience of working within a structured sales operations environment will be important. You should have a proven record of accomplishment of being an over-performer/exceeding quota, and should be self-motivated, detail oriented, and a good multitasker. Experience working at an IT services firm that has focused on selling digital and cloud transformation services. You should be comfortable speaking with both senior level technology, and non-technology buyers. You can interact at a strategic level, convey complex concepts and articulate value.
Responsibilities
Must play a key role in our growth and are tasked with rapid business expansion within Information Services Vertical, including growing a select client cluster with clearly established top line and bottom line targets, and being able to sell new service offerings and solutions to the client cluster in order to achieve targeted results.
Establishing and managing the overall client relationship with key decision makers.
Establishing and building trust and leveraging client context by understanding the client's overall business goals.
Positioning Virtusa as a Strategic IT partner and identifying avenues for Virtusa to implement IT solutions.
Directing and managing the overall client relationship to include work quality and customer satisfaction.
Managing the account teams (account management and project management) to meet and exceed client expectations.
Providing direction to our internal solution teams to create solution propositions that address client business needs and differentiate us from the competition.
Structuring complex deals, negotiating commercial terms and positioning our services as high value to preserve our margin.
Leading and orchestrating oral presentations and taking deals across the finish line.
Understanding how to close a deal.
Developing trusted client and prospect relationships that enable rapid expansion and identifying multiple stakeholders and multiple areas of opportunity within an account.
Diversifying opportunity and revenue streams and rapidly cross‑selling the full catalog of digital solutions.
Constructing larger opportunities by building upon successes and navigating to business and executive sponsors.
Identifying competition and constructing takeover plays.
Qualifications
Minimum 10-15 years of experience in a leadership role at a consulting or services firm that has focused on selling digital services to the Information Services industry.
Minimum P&L Management 100M+.
Expertise into the Information Services industry.
Experience in working with partnerships and channels to drive new business in existing business.
Ability to qualify opportunities and progress opportunities through the pipeline.
Solutions-oriented by nature and is consultative in approach to selling.
Experience selling digital services such as mobility, UX, digital marketing, cloud, web content management, e‑commerce, analytics, AI/ML, etc.
Strong customer presence that can quickly build positive customer experience.
Creative thinker and deal maker and able to structure complex deals.
Able to generate large, strategic deals with annuity component.
Detail oriented and able to drive a sales process to closure.
Demonstrated successful proposal development and presentation skills to include strong oral and written communication skills.
Capable of selling at a C-level and developing sponsorship to drive deal closure.
Comfortable working in a hands‑on environment and possesses an entrepreneurial spirit.
Excellent communication and presentation skills.
Experience using SFA tools (i.e. Salesforce.com) and an understanding of a staged pipeline process.
Ability to travel (up to 50%).
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Summary of Position Virtusa’s digital Information Services IT solutions and outsourcing services provide Information Services organizations with the innovation and transformation expertise to meet competitive, regulatory, financial, and customer service requirements. This role is a direct sales position that will report to the Sales Business Unit (SBU) Head - TIME and work closely with the segment leadership team. Responsible for driving sales in Virtusa’s Information Services business. Focus on selling IT services across the Digital Transformation (DT) and Cloud Transformation (CT) marketplace, including digital consulting, UX, mobility, digital marketing, digital engineering, cloud development and migration, data/analytics, AI/ML, and more. This sales role, holds emphasis on developing pipeline, meeting order booking targets and developing partner channels. Experience of working within a structured sales operations environment will be important. You should have a proven record of accomplishment of being an over-performer/exceeding quota, and should be self-motivated, detail oriented, and a good multitasker. Experience working at an IT services firm that has focused on selling digital and cloud transformation services. You should be comfortable speaking with both senior level technology, and non-technology buyers. You can interact at a strategic level, convey complex concepts and articulate value.
Responsibilities
Must play a key role in our growth and are tasked with rapid business expansion within Information Services Vertical, including growing a select client cluster with clearly established top line and bottom line targets, and being able to sell new service offerings and solutions to the client cluster in order to achieve targeted results.
Establishing and managing the overall client relationship with key decision makers.
Establishing and building trust and leveraging client context by understanding the client's overall business goals.
Positioning Virtusa as a Strategic IT partner and identifying avenues for Virtusa to implement IT solutions.
Directing and managing the overall client relationship to include work quality and customer satisfaction.
Managing the account teams (account management and project management) to meet and exceed client expectations.
Providing direction to our internal solution teams to create solution propositions that address client business needs and differentiate us from the competition.
Structuring complex deals, negotiating commercial terms and positioning our services as high value to preserve our margin.
Leading and orchestrating oral presentations and taking deals across the finish line.
Understanding how to close a deal.
Developing trusted client and prospect relationships that enable rapid expansion and identifying multiple stakeholders and multiple areas of opportunity within an account.
Diversifying opportunity and revenue streams and rapidly cross‑selling the full catalog of digital solutions.
Constructing larger opportunities by building upon successes and navigating to business and executive sponsors.
Identifying competition and constructing takeover plays.
Qualifications
Minimum 10-15 years of experience in a leadership role at a consulting or services firm that has focused on selling digital services to the Information Services industry.
Minimum P&L Management 100M+.
Expertise into the Information Services industry.
Experience in working with partnerships and channels to drive new business in existing business.
Ability to qualify opportunities and progress opportunities through the pipeline.
Solutions-oriented by nature and is consultative in approach to selling.
Experience selling digital services such as mobility, UX, digital marketing, cloud, web content management, e‑commerce, analytics, AI/ML, etc.
Strong customer presence that can quickly build positive customer experience.
Creative thinker and deal maker and able to structure complex deals.
Able to generate large, strategic deals with annuity component.
Detail oriented and able to drive a sales process to closure.
Demonstrated successful proposal development and presentation skills to include strong oral and written communication skills.
Capable of selling at a C-level and developing sponsorship to drive deal closure.
Comfortable working in a hands‑on environment and possesses an entrepreneurial spirit.
Excellent communication and presentation skills.
Experience using SFA tools (i.e. Salesforce.com) and an understanding of a staged pipeline process.
Ability to travel (up to 50%).
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