We are seeking a high-impact IT Services Sales professional to drive new business growth across Infrastructure Services, Engineering Services, and AI-led solutions. This role is heavily focused on hunting (70%), requiring strong prospecting, deal creation, and closure capabilities, along with selective account farming (30%) to expand and retain strategic accounts.
The ideal candidate is a proactive deal-maker with a strong network, capable of opening doors, shaping large opportunities, and closing complex, multi-service deals.
Key Responsibilities
New Business Development (70% - Hunting)
- Identify, target, and acquire new enterprise and mid-market clients
- Develop and execute strategic go-to-market and account penetration plans
- Build a strong pipeline through outbound efforts, partnerships, and industry networking
- Lead the entire sales lifecycle: prospecting, qualification, solutioning, proposal, negotiation, and closure
- Drive large and complex deals across:
- IT Infrastructure Services (Cloud, Data Center, Network, Cybersecurity)
- Engineering/R&D Services
- AI/ML, Data, and Automation solutions
- Consistently meet or exceed new revenue and logo acquisition targets
Account Management & Growth (30% - Farming)
- Manage and grow a focused set of existing strategic accounts
- Identify upsell and cross-sell opportunities across Infra, Engineering, and AI offerings
- Build strong relationships with key stakeholders and decision-makers
- Conduct account planning and periodic business reviews
- Ensure customer satisfaction and long-term retention
Solution Selling & Collaboration
- Understand client business challenges and map them to relevant technology solutions
- Work closely with pre-sales, solution architects, and delivery teams
- Position integrated, value-driven offerings tailored to client needs
- Contribute to proposals, RFP responses, and deal structuring
Revenue & Performance Management
- Own and deliver on assigned revenue targets, with emphasis on new business
- Maintain strong pipeline hygiene and forecasting accuracy
- Track key KPIs: pipeline coverage, win rate, deal size, and account expansion
Required Skills & Qualifications
- 12-18 years of experience in IT services sales with a strong hunting background
- Demonstrated success in acquiring new clients and closing large deals
- Strong understanding of at least two of the following domains:
- Cloud & Infrastructure Services (AWS, Azure, Hybrid Cloud, Security)
- Engineering Services (ER&D, Product Engineering, IoT)
- AI/Data (Analytics, GenAI, Intelligent Automation)
- Experience selling to enterprise or mid-market customers
- Strong communication, negotiation, and stakeholder management skills
- Should had worked with an organization for 2.5 years (minimum) before next change
Preferred Qualifications
- Existing network of enterprise clients and decision-makers
- Experience in consultative and solution-based selling
- Exposure to digital transformation engagements
- MBA or equivalent business qualification (preferred)
Key Competencies
- Hunter mindset with strong deal-closing ability
- Strategic thinking and opportunity shaping
- Relationship building and influencing skills
- Resilience, ownership, and result orientation
- Cross-functional collaboration
Success Metrics
- New logo acquisition and revenue from new clients
- Pipeline generation and conversion ratio
- Average deal size and sales cycle efficiency
- Growth within assigned accounts
- Customer satisfaction and retention
