AVP of Sales

4 weeks ago

Metro Vancouver Regional District, Canada HCLTech Full time

About HCL:

We are HCLTech, one of the fastest-growing large tech companies in the world and home to 221,000+ Ideapreneurs working in 60 countries across a network of global R&D, innovation labs, and delivery centers supercharging progress through industry-leading capabilities centered around Digital, Engineering and Cloud.

The driving force behind that work, our people, are diverse, creative, and passionate, raising the bar for excellence on a regular basis. We, in turn, work hard to bring out the best in them as we strive to help them find their spark and become the best version of themselves that they can be.

We have been present in Canada for over two decades. It has now grown to build a flourishing business that now boasts of a 10,000 strong workforce across 4 Canadian and 6 global delivery centers. Better still, we've had the opportunity to contribute to the growth and technological excellence of many Canadian companies and also to positively impact the IP portfolio, R&D legacy, IT landscape, and talent pool of Canada through close collaboration with government, universities, and local communities.

Our success has been led by the immense talent of highly motivated individuals who are drawn to solving challenges in an entrepreneurial environment. We are proud to have also received multiple accolades, such as the prestigious designation of Top Employer in 17 countries including Canada.

As HCL is more focused to grow in western Canada region and grow in the area of O&G and Energy and utilities, you will as a regional business head will report under Country head and expect to grow HCL in the western region.

Role : AVP of Sales - Oil & Gas / Energy & Resources Industries

Job description

The role is responsible to drive prospecting and engagement in the targeted business units or verticals within the account to generate and bring in new opportunities and expand the presence of HCLTech in an existing account.

Managing accounts in the western region and business development

To ensure QoQ and YoY growth as expected and aligned to overall company growth

Managing account revenue & margin

Perform account reviews with account manager and delivery managers

Maintain good customer CSAT by enabling the service delivery and AM to ensure all customer requirements are aligned.

Developing a sales funnel focusing on HCL services and driving the pursuit of opportunities, whether through RFP or proactive proposals.

  • Set strategic direction for Sales.
  • Lead and work with sales teams to create demand generation strategies related to solution offerings.
  • Creation of new business in Existing cluster of accounts
  • This role will focus on nurturing existing accounts and helping close large/ significant transformation deals.
  • Plays a significant role in contributing to and facilitating the achievement of the strategic business goals of the Company by 'partnering' for success with key customer stakeholders.

Develop a deep client relationship by establishing yourself as a trusted advisor across all levels of client contacts in the assigned business units.

Provide proactive data-driven solutions through consultative selling and convert insights from those conversations into tangible net new business.

Partner with peer business units and sales organizations to develop and drive the client Upsell/Cross-sell, Sales Retention & Expansion Plan for Statement of Work extension and expansion, including add-on services, modules, and dedicated support solutions.

Serve as an escalation point for key customer satisfaction issues and accountable for coordinating internal collaboration to resolve critical client issues, acting as an advocate for the client.

Attending customer meetings, marketing events, roadshows, and workshops on growing awareness for our offerings and building a high-quality pipeline.

  • Provide thought leadership for strengthening the organization's capabilities, building a dynamic, vibrant and performance-oriented culture and instilling a sense of pride, ownership and accountability. This position is part of the senior executive leadership team
  • Responsible for Revenue and Margin for the territory / Portfolio.
  • Drive a vision on how to manage and grow this portfolio/business and think innovative ways to drive growth and take the business to the next level.
  • Stay current with evolving trends and technologies within the space. Maintain a pulse of the market and sort through the noise to figure out what is and is not resonating with consumers.
  • Establish deep working relationships across the company to help invent progressive ways to improve how we go to market and how the business can further expand and support customer expectations
  • Applying business acumen to an organization's problems/challenges and developing solutions that reflect solid judgment. Including crafting executive level messages/narratives that paints a compelling story, which depict the business case, risk and trade-offs.
  • Work with senior executives, peers and partners and quickly building their trust, so they see you and your team focused on obtaining mutual success.

Desired Skills and Experience

15+ years of account management/selling experience current experience.

Proven experience with sales or consulting to any of these Line of Business : Oil & Gas / Energy & Resources

Experienced in originating and managing opportunities with over $10M +in annual billings and has managed a funnel of over $50M + in the booking pipeline.

Experience in sales motions cadence associated with forecasting, Salesforce management pipeline/ funnel build, and opportunity management.

  • Team Management
  • Must bring a broad based multi-functional multi technology experience.
  • Proven track record of engaging with customer CxO suit across business and technology leadership.
  • Leadership skills in cross-functional teams Demonstrated consistent over-achievement of sales objectives and goals
  • Consultative sales approach with a structured and proven sales methodology
  • Demonstrates the ability to think strategically and develop key account-specific strategies to navigate complex multi-stakeholder sales cycles

Bachelor's Degree in a technical or business field with MBA or Master's in the technical area being highly desirable or foreign equivalent required from an accredited institution.

English: Strong written and oral communication skills with proven ability to develop compelling proposals and business plans

Readiness to travel of over 50%

At HCL, we don't just accept the differences—we support it and celebrate it. We are committed to cultivating and preserving a culture of inclusion and connectedness. We can grow and learn better together with a diverse team of employees. As an equal opportunity employer, we stay true to our mission by ensuring that our place can be anyone's place

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