Summary role description:

Hiring for a Director – Sales (Enterprise Applications and Professional Services) in India, for a US-headquartered niche IT Enterprise Technology Services and Solutions provider

Client description:

Our client is a US-headquartered tenured mid-tier next-gen multi-service IT services market leader in cognitive-AI powered ERP and E-commerce solutions, for Fortune 500 and SMB customers in Automotive, Manufacturing, SCM, and Retail & CPG domains. They provide full spectrum of solutions, from IT staffing all the way up to managed services, investing in leading-edge technologies for customers. A Platinum Oracle Partner, they are a preferred SI / partner of Oracle and SAP. They have a global and diverse workforce working from multiple offices in India and abroad and from remote locations.

Role details:

• Title / Designation: Director – Sales (Enterprise Applications and Professional Services)  
• Reporting Manager: VP – Sales (based in the US)
• Location: Remote / Office location in Noida / Gurgaon / Chennai
• Shift: US time zone

Role & responsibilities:

• Lead sales / business development of Enterprise Applications (Oracle, SAP, Analytics, Web, Mobility, RPA, Application Services and allied solutions), shaping and supporting the Business development efforts of the US team and scale revenue / gross margin to the next level – at both accounts-specific and company level.
• Lead the sales organization of the company, including an India-based team of Account / BD Executives for existing and new accounts, covering business development, go-to-market strategy, client acquisition and expanding client base in the US.
• Grow revenue through technical sales – both hunting and farming – coordinating sales activities and steering strategies for new customer acquisition.
• Engage with client stakeholders, from CXO to multiple other levels.
• Support and coach sales team members on opportunity discovery and acceleration, including on industry climate, competitor analysis and allied areas.
• Strategize, solution for, steer and win complex deals in multi-vendor competitive contexts – both as an individual contributor, anchoring deals and as a valued contributor to deals anchored by other teams.
• Travel to US and other geographies, as required
• Own Quarterly & Yearly Revenue & Margin Budgets for the IT Services Portfolio.
• Respond to RFPs & account mining, collaborating with pre-sales, delivery and leadership teams, for target customer proposals and presentations.
• Steer customer advocacy, client business awareness and client delight

Candidate requirements:

• Engineering degree
• 15+ years of relevant experience, aligning with the requirements above, with a strong client network and proven track record of hunting new clients, cross-sell and up-sell with existing accounts, developing a winning sales culture
• Direct selling experience in US geography is a must
• Proven ability to sell to both end user vertical clients and to IT Services / Solutions clients
• Consistent sales record of at least about $ 3 – 5 million annual revenues in implementation / customization / professional services / managed services (NOT licences and subscriptions) over the latest 3-5 years, addition of at least 3-4 logos per year
• Proven ability to close deals in shorter sales cycles (3 months or less)
• Ability and willingness to travel on business, within India and abroad, including to the US
• All requisite soft skills, competencies and business / sales acumen
• Experience in Retail, Pharma and Healthcare verticals – highly preferable  
• Holding B1 visa to the US – preferable

Assessment process:

• Exploratory call with Head – HR
• Interview by Country Leader – India
• Interview by VP – Sales
• Interview by CEO
• HR discussion