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Company Overview:
Fractal Analytics is a strategic AI partner to Fortune 500 companies with a vision to power every human decision in the enterprise. Fractal is building a world where individual choices, freedom, and diversity are the greatest assets. An ecosystem where human imagination is at the heart of every decision. Where no possibility is written off, only challenged to get better. We believe that a true Fractalite is one who empowers imagination with intelligence.
The Account Manager/Sales position will be responsible for generating new revenue by prospecting and signing new clients and growing business volume with them via expansion into new buying centres/divisions. S/he will manage multiple client relationships and be responsible for the end-to-end sales process and revenue cycle. The role will require travel.
Position expectations in detail:
- Identify new opportunities and manage end-to-end sales pipeline and process with new prospects within specified industry vertical markets.
- Identify organizations/Lines of Business and their key decision-makers in need of analytics services.
- Work together with sales leaders and consulting colleagues to articulate Fractal’s differentiation, value proposition; and highlight business benefits and value.
- Formulate and drive demand generation campaigns to achieve business goals.
- Assess profitable opportunities from leads received and generated.
- Develop and nurture relationships with key prospects and decision makers, anticipating needs and undertaking actions to exceed expectations.
- Successfully leverage ideas across clients and industries to formulate the best practices and creative thinking to generate new sales leads.
- Structure and negotiate contract and SOW commercial terms and conditions terms with prospective business partners.
- Actively contribute to Fractal’s thought leadership and provide proactive input for developing next generational offerings and solutions in Analytics.
- Build executive presence through publication of blogs, participating in conferences, and industry forums.
- Lead the sales process in a consultative fashion, and work with consulting/delivery teams to move leads from qualified opportunities to new business contracts.
- Support RFPs by offering insights into the clients’ business and motivations, including building compelling proposals.
- Position Fractal solutions to meet client requirements and become a trusted advisor for services.
- Use knowledge of the relevant client industry, technology, processes, and consultative sales skills to assess and educate clients on the value of our business and implementation expertise.
- Build in-depth knowledge of clients' business priorities, challenges and initiatives that can be translated into opportunities.
- Build value-added relationships within the domain of the account and core account team.
- Develop the trust to independently lead solutions sales campaigns within large accounts.
- Drive business development and pre-sales initiatives by leveraging both industry and technical background.
- Demonstrate ability to advance sales campaigns in a needs-based and highly participative fashion including consultative dialog, cross-functional engagement), and facilitated workshops.
- Represent full Fractal portfolio with broad understanding and expertise in AI, Engineering & Design /Behavioural sciences.
Required Experience & Qualifications:
- 10+ years of total selling experience, preferably in consulting and advanced analytics
- Proven track record of successfully meeting/exceeding annual sales goals and targets
- Experience within and understanding of the Insurance, CPG, Healthcare, Banking/Financial services, or High-Tech industry will be useful
- Analytical, problem-solving skills, flexible, cross-functional and creative thinker with a collaborative approach to performing his/her responsibilities.
- Strong interpersonal, written, and oral communication skills.
- Excellent presentation and impactful story-telling skills.
- Detail-oriented, self-motivated, data-driven individual with the ability to multi-task and work proactively to make things happen, in a fast-paced environment
- Ability and desire to drive client relationships and pre-sales activities and, over time, drive account growth
- Strong domain knowledge, and deep understanding of functional areas such as Customer Analytics, Digital, Marketing Analytics, Forecasting etc.
- Excellent communication skills, both oral and written
- Ability to think on his/her feet and engage with both the business and analytical community
- Comfortable with ambiguity in a cross-functional environment
- Willingness to work with a geographically distributed team structure in an extremely fast-paced and challenging environment
- Graduate degree in Computer Science, Mathematics, Operational Research, Information Science, Engineering, Statistics is preferred
- Certification in SQL, Visualization tools, Advanced Analytics techniques is preferred
- Self-driven individuals with an appetite for rapid career growth and a can-do attitude are most likely to succeed in this role
Education:
MBA degree and/or BS / B.Tech. in a field with significant quantitative training such as Statistics, ML, AI, Physics, Mathematics, Economics, Finance, etc
If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!
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