1. Revenue Growth: Upsell & Cross-Sell
- Proactively identify and develop new business opportunities within existing client accounts.
- Drive account expansion through additional headcount, new project streams, or new service lines.
2. Client Relationship Management
- Serve as the primary commercial point of contact for key decision-makers across assigned accounts.
- Conduct regular business development touchpoints, site visits, and engagements.
- Strengthen multi-level relationships to gain visibility on upcoming needs and budget cycles.
- Maintain an active client listening routine to uncover pain points and future requirements.
3. Partnership With Customer Success Operations Manager (CSOM)
- Coordinate closely with the CSOM to ensure seamless governance:
- MBR/QBR participation
- Renewal planning
- Risk mitigation strategy
- Align commercial strategies with delivery performance insights gathered by the CSOM.
- Create cohesive account plans with shared goals and clear owner responsibilities.
4. Proposal Management & Deal Closing
- Lead end-to-end proposal creation, pricing, and commercial negotiation.
- Ensure accuracy of scopes and alignment with profitability targets.
- Collaborate with recruitment, engineering, IT, finance, HR, and delivery teams for precise solutioning.
- Present proposals to clients and negotiate terms to a successful close.
5. Pipeline Development & Forecasting
- Maintain a strong, high-quality sales pipeline for each assigned account.
- Provide accurate monthly and quarterly revenue forecasts.
- Track movement across the sales funnel and ensure timely closure.
- Utilize CRM tools to document activities, opportunities, and progress.
6. Market Intelligence
- Monitor client organizational changes, competitor movements, and emerging needs.
- Present insights to leadership to drive strategy and improve Asticom's competitive positioning.
