Role Responsibilities
- Develop and execute a comprehensive sales and business development strategy aligned with company goals.
- Conduct thorough market research to identify new target markets and customer segments.
- Generate qualified leads through prospecting, networking, and cold calling.
- Develop strong relationships with potential clients, understanding their needs and pain points.
- Craft compelling sales presentations that effectively communicate the value proposition of our services.
- Negotiate and close deals, ensuring adherence to company pricing and other terms.
- Track and analyse sales performance metrics, identifying areas for improvement.
- Collaborate with other departments to develop and execute effective sales campaigns.
- Stay abreast of industry trends and competitor activity.
Key Skills & Competencies
- Enterprise Sales / B2B Solution Selling
- New Business Development & Hunting (New Logo Acquisition)
- Account Mapping and Stakeholder Management
- Lead Generation, Prospecting & Cold Calling
- Consultative Selling and Solution Presentation
- Negotiation and Deal Closure
- Relationship Management with CXOs, L&D Leaders, HR and Business Heads
- Sales Pipeline Management and Forecasting
- Market Research and Competitive Analysis
- Excellent Communication, Presentation and Convincing Skills
- Understanding of Enterprise Technologies such as Cloud, Cyber Security, AI/ML, Data Science, DevOps, Digital Transformation, etc.
- CRM tools (Salesforce, HubSpot, Zoho CRM or equivalent)
Education Qualification & Certification
- Bachelors degree in engineering, Computer Science, Information Technology, Business Administration, or a related discipline.
- Relevant certifications in Sales, Cloud Technologies, or Enterprise Solutions will be an added advantage.
- Preferred Qualifications:
- B.E./B.Tech
- BCA/B.Sc. (Computer Science/IT)
- MCA/M.Tech
- MBA (Marketing/Sales) will be an added advantage.
Experience Range
- 5–10 years of experience in B2B Enterprise Sales, with at least 5 years in selling Technical Training, Learning Solutions, IT Training, EdTech, or Technology Solutions.
Key experience overview:-
- Proven experience in new business development (Hunter role) and new logo acquisition.
- Demonstrated success in managing the complete sales cycle, including prospecting, lead generation, solution selling, negotiation, and deal closure.
- Strong understanding of enterprise technology domains such as Cloud, Cyber Security, AI/ML, Data Science, DevOps, and Digital Transformation.
- Excellent stakeholder management skills with the ability to engage and influence CXOs, L&D Heads, HR Leaders, IT Heads, and Business Leaders.
- Strong network and relationships within GCCs, MNCs, GSIs, and Fortune 500 organizations.
- Consistent track record of achieving or exceeding sales and revenue targets.
Industry / Geographical Exposure-
- Experience in selling to the Domestic / Indian Enterprise Market.
- Exposure to industries such as IT/ITES, BFSI, Manufacturing, Retail, Telecom, Healthcare, and Consulting will be preferred.
Top Clients handled / acquired)
- Global Capability Centers (GCCs)
- Multinational Corporations (MNCs)
- Global System Integrators (GSIs)
- Fortune 500 Companies
- Large Enterprises
