Enterprise Sales Head / VP – Enterprise Sales

A. Job Purpose

We are seeking a seasoned Enterprise Sales Head with 20+ years of extensive sales experience. The ideal candidate will have a proven track record in achieving enterprise sales targets within the Indian market, particularly in the North, West, and South regions. Candidates with experience in Telcom services , IT Services, SaaS, or System Integrators are highly encouraged to apply.

B. Duties & Accountability Responsibilities:

• Lead and manage the enterprise sales, channel sales & marketing teams to drive revenue growth and achieve sales targets in alignment with company objectives.

 • Develop and implement strategic sales plans to penetrate and expand our presence in the Indian market, focusing on segments such as BFSI, IT, ITES, Digital Natives, Media ,Carriers and DCs .

• Leverage existing relationships and networks to identify new business opportunities and build strong partnerships with enterprise clients.

• Revenue growth - Improvise upon existing sales process and analysing each deal to improve conversion rates, number of closures each month and ARR.

• Funnel management and planning monthly / quarterly sales rhythm .

• Drive account planning initiatives to maximize account share of wallet and ensure customer satisfaction.

• Develop and build the Channels sales organisation to cater to the Enterprise , SME customer base .

• Collaborate with cross-functional teams including marketing, product development, and customer success to ensure alignment and deliver integrated solutions that meet customer needs.

• Stay abreast of industry trends, competitor activities, and market developments to inform business strategies and maintain a competitive edge.

• Provide regular sales forecasts, reports, and insights to senior management to track performance and drive informed decision-making.

Qualifications:

• Bachelor's degree in business administration, Sales, Marketing, or related field. MBA preferred.

• 20+ years of progressive sales experience, with at least 10+ years in enterprise sales. • Demonstrated success in achieving enterprise sales targets, with a track record of managing complex sales cycles and large deal sizes.

• Experience in achieving enterprise sales targets of $60 -$80 million Total Contract Value (TCV) or equivalent.

• Strong network and relationships within the Indian enterprise market, particularly in the North, West, and South regions.

• Proven ability to develop and execute strategic sales plans, drive revenue growth, and expand market share.

• Excellent leadership, communication, and interpersonal skills, with the ability to inspire and motivate a high-performing sales team.

• Analytical mindset with the ability to leverage data and insights to inform decision-making.

• Results-oriented with a strong drive for success and a passion for exceeding targets.

D. Key Stakeholders

Internal: Stakeholder management with SLT members of the organization External Stakeholder management with customers, channel partners.

Qualifications & Experience Qualifications and Experience

1. Bachelor's degree in business administration, Sales, Marketing, or related field. MBA preferred.

2. 20+ years of progressive sales experience, with at least 10+ years in enterprise sales.

F. Competencies (As per the competency framework and the proficiency levels) Qualifications and Experience

• Relationship Management:

o Manage and cultivate relationships with Chief Information Officers (CIOs), Chief Technology Officers (CTOs), and Chief Digital Officers (CDOs) to understand their needs and position our solutions effectively.

• Strategic Communication:

o Initiate and lead strategic communications with CXO-level executives to identify opportunities, address challenges, and drive business growth.

• Revenue Focus:

o Drive revenue generation and overall profitability of the business through strategic sales initiatives and effective pipeline

management.

• Market Understanding:

o Possess a good understanding of the India connectivity landscape, including market players, market share, and advisable market size, to inform sales strategies and decision-making.

o Predicts industry developments, influencing strategic decisions, capitalizing on emerging trends, and crafting innovative market approaches that propel our networking leadership.

• Pipeline Management

o Navigates intricate pipelines adeptly, orchestrating complex opportunities, forecasting outcomes, and driving collaboration across stakeholders to elevate our influence.

• Account Planning and Strategy

o Shapes transformative account strategies, pioneering innovative approaches that redefine client interactions and elevate our networking influence.

• Sales Process Management

o Shapes transformative sales processes, pioneering new methodologies that redefine industry standards, propelling networking excellence.

• Sales Cycle Management:

o Oversee the sales cycle from wide reporting, forecasting, to developing sales strategies tailored to each India sub-region, ensuring alignment with overall business objectives.