a). Business Strategy Management (50%) 

At a strategic level Murali is placed as the Vice President, Technology Sales & Client Strategy and participate in key decision-making activities related to the vision and growth of ACI. Some activities include investor presentations, organic & inorganic pursuits - identification to closure, organization structuring and scaling, planning for mid-size & large deals. 

Sales VP & Business Unit Head for Global Markets at ACI. Regions include USA, Canada, UK, India and the Middle East. Some key activities are client acquisition strategies, providing oversight to Sales, Sales participation and client visits, achieving business targets, maintaining P&L related activities. 

b). Sales / Operations Management (30%) 

Providing sales Leadership with GTM strategies and Positioning ACI’s services offerings at marketplace Responsibilities not limited to 

• Hunt for new logos and farm the existing accounts
• Plan and facilitate sales Breakout with sales forecast
• Engage with Executive Team for Sales Delivery and Progress
• Contribute to overall business growth by leveraging alliances/partnerships
• Collaborate and engage practice owners for project delivery and client servicing
• Implement Best practices in the Sales Domain
• Demonstrate flexibility and the ability to adapt to change
• Anchor new initiatives to drive business growth from Indian Customers
• Collaborate with other functions viz. Finance, Pre-Sales, Marketing, HR for effective sales closure
• Design & prepare joint communication plans and messaging along with partner solutions

c). Sales Operations – Team Management (20%) 

Detailed Job Responsibilities includes (but are not limited to) - 

• Building, Manging and mentoring high performing Revenue Generating teams. 

• Leadership coordination across the logical sales units to provide seamless services & support product management through campaign driven activities. 

• Develops sales plans and designs solutions to assure achievement of volume, market share & profit goals. 

• Managing the Sales & Marketing department at ACI Global Offices 

• Preparing collaterals and other marketing material while working with marketing team. 

• Supervises and directs the work of the Business Development Consultants, Inside sales representatives & Field Sales Representatives. 

• Oversees all the internal hiring needs of the organisation and works closely with the recruitment leads and the hiring team members. 

• Responsible for the smooth conduct of interviews and ensures successful placements of specialised skilled IT resources at client locations. 

• In the capacity as the sales head, currently has the authority to hire new talent depending on the needs of the organisation and fire or transfer certain team members who are deemed unfit for the described job responsibilities. 

• Recommends those who are exceeding the expectation on the respective KRA’s for promoting to the next level of corporate ladder. 

• Exercises discretion over the day-to-day operations of all the sales and Business development activities. 

In this role, you will contribute to every stage of sales planning and execution for a region including market and competitor analysis, crafting, reviewing and refining sales plans, account plans, target account list and sales pipeline, build and lead the sales plan and pipeline, review execution of sales plans, pipeline and account plans to supervise progress on lead identification and pursuit, qualify opportunities, mobilize the right team for proposal development and provide support in negotiations, review performance of team members and guide them on positioning and sales processes 

• Business Planning - Region Level: Aggregate revenue/margin numbers from reporting Business Development Managers/Sales Managers, compare against the aspirational target of the Region and provide realistic revenue/margin numbers from "new business" 

• Sales Planning & Review: Own the sales plan- build, review, lead the sales pipeline and the Target Account List (TAL), provide sign-offs on the TAL, and conduct pipeline reviews on a monthly basis 

• Market Development: Bring in executive leadership by being present in key events/meetings/conferences as an executive representative, contribute to other means of improving value on events and supporting revenue growth outside the account 

• Customer Prospecting and Proposal Development and closures: Ensure that the sales plan appropriately addresses prospecting and lead generation through reviews