The objective of the area is to develop and implement the business strategy of the company in each country, identifying the needs of the markets and customers that may result in transaction closings.
The objective of the area is to develop and implement the business strategy of the company in each country, identifying the needs of the markets and customers that may result in transaction closings, either through medium- or long-term service contracts or the sale of transactional projects.
The Chief Commercial Officer, Sales Directors and Account Officers are responsible for developing the entire business cycle, from detecting the need in actual and prospective customers to rating the business opportunity with the technical units, participating in the solution development, making presentations to the customer, handling objections, participating in negotiations and directing the transaction towards a successful closing.
To do so, the area is divided into teams focused on market segments or specific territories, such as Banking, Retail, Government, Health, Natural Resources and Utilities. In this way, we achieve the greatest coverage possible in each of these markets. The members of each “territory/vertical” are specialized in, investigate and evaluate the “pains,” opportunities for improvement, challenges or technology changes that may affect the business of customers in their assigned portfolio.
To achieve the specific objectives of each vertical/territory, officers must prepare account plans describing the customer’s business, identifying and describing the relations with individuals in the power or decision-making base, knowing how that base is set up and the competition in the different technologies: infrastructure, services and applications. He must also know the customer´s budget, the way in which it is spent, over what periods of time, what projects they are planning for the future, what opportunities are envisaged to be plausible, and where our company can add value to its customer’s business by creating new businesses aligned with the SONDA strategy.