Xencia
Website:
xencia.com
Job details:
Role: Business Development and Account Management
Location: Chennai / Bangalore
Exp: 5 yrs – 8 yrs
In this role, you will lead the commercial and strategic engagement with prospects, using your knowledge of the Microsoft ecosystem to identify business problems and position right-fit solutions. You will own the sales cycle from lead generation and first pitch to commercial closing and long-term account expansion.
Key Responsibilities:
- 1. Account Acquisition & New Business Development. Hunt and secure new enterprise accounts through proactive prospecting, networking, and inbound lead qualification. Deliver impactful high-level product pitches and business-centric presentations to C-suite executives. Lead the creation of commercial proposals, statements of work (SOWs), and responses to RFPs/RFIs. Negotiate commercials, contract terms, and close deals to meet quarterly revenue targets.
- 2. Presales & Value Consulting Conduct business discovery sessions to map client pain points to Microsoft ecosystem benefits. Deliver persuasive, value-based demonstrations of Microsoft solutions focused on business outcomes over technical code. Build clear business cases, return-on-investment (ROI) models, and total-cost-of-ownership (TCO) comparisons.
- 3. Account Growth & Relationship Management Own post-sale client relationships to ensure adoption, satisfaction, and long-term retention. Identify upsell and cross-sell opportunities by continuously analysing client business needs and Microsoft roadmap updates. Map and build deep relationships across various business units within client organizations.
- 4. Microsoft Partner Management Collaborate closely with Microsoft field sellers and Partner Development Managers (PDMs) on co-sell opportunities. Maximize the use of Microsoft funding programs, incentives, and partner incentives to accelerate deals.
- Required Qualifications & Competencies Experience : 5–6 years of experience in B2B sales, presales, or account management within a Microsoft Partner environment.
- Track Record: Proven success in meeting sales quotas, acquiring new logos, and growing existing accounts.
- Ecosystem Knowledge: Strong commercial understanding of Microsoft Azure, Power Platform, and Microsoft 365/Copilot value propositions.
- Soft Skills: Exceptional negotiation, relationship-building, storytelling, and executive presentation skills.
- Preferred Qualifications: Experience navigating the local enterprise market and corporate landscape in India.
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