Job Description

A Practice Sales professional is responsible for driving revenue growth for the CIS practice by winning new business and expanding existing accounts through solution-led selling.

Role Overview

The Practice Sales professional owns the end-to-end sales cycle for a defined service line, aligning client business needs with the organisation's capabilities to generate profitable growth.

Key Responsibilities

1. Business Development & Revenue Ownership

Identify and pursue new business opportunities in target accounts and industries along with Geo sales teams
Build and manage a strong sales pipeline and forecast
Own revenue targets and drive bookings for the practice

2. Client Engagement & Solution Selling

Understand client business problems and translate them into IT solutions
Lead discovery discussions, workshops, and solution positioning
Craft tailored value propositions and proposals

3. Opportunity Lifecycle Management

Manage the full sales lifecycle:
Lead generation
Qualification
Solutioning along with practice/domain teams
Proposal & contract negotiation
Closure

4. Collaboration with Delivery & Practice Teams

Work closely with solution architects, consultants, and practice delivery teams to build winning solutions
Ensure alignment between sales commitments and delivery capability

5. Account Growth & Relationship Management

Build CXO-level relationships with key stakeholders
Drive up-sell and cross-sell within existing practice accounts
Act as a trusted advisor to clients

6. Market & Practice Development

Track market trends, competitors, and emerging technologies
Contribute to go-to-market (GTM) strategy for the practice
Position differentiated offerings in the market

7. Pre-sales & RFP Support

Lead or support large deal pursuits, RFP responses, and presentations
Create solution proposals along with practice presales, pricing models, and win strategies

Key Skills Required