Senior Director - Niche Sales

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, telecommunications, technology and media.

With over 30,000 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.

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Summary of Position

Virtusa’s digital Healthcare & Life Sciences IT solutions and outsourcing services provide Healthcare & Life Sciences 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 & EVP-Healthcare & Life Sciences and work closely with the segment leadership team.

Responsible for driving new sales in Virtusa’s Healthcare & Life Sciences 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 is a quota carrying, commissioned sales role, with 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

• As a Niche sales Manager / director, you will be responsible for winning new customers as assigned to you from the Market Segmentation done for the respective business unit.

• You will be working on deals associated with the prospects, orchestrating the internal tools/competencies to showcase the company to your prospect and owning the opportunities that come along the way to respond. The success criteria are not only to close the MSA or any form of supplier enrolment agreement; but also to win deals in BAU, key and large deals from the prospect. As a Niche Seller, you will earn your credit once a deal is booked with the pre-defined Acquire prospect.

• Develop trusted relationships, identify & prospect multiple stakeholders and multiple areas of opportunity within a potential new logo client.

• Qualify deals and move them through the pipeline process by collaborating with a multi- disciplinary global team, subject matter experts, inside sales, marketing, executive management and our partners.

• Conceptualize the customized campaigns specific to prospects, roll them out

• Own the sales process to ensure the creation of world class, differentiated, pro-active proposals that position our services and build pipelines.

• Stay updated on industry trends, market dynamics, and competitor activities to position our offerings effectively and gain a competitive edge.

• Promote and sell Virtusa's specialized niche services and offerings.

• Meeting new logo acquisition targets set out for the business unit.

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