Role summary
· Drive new-logo acquisition in target enterprise accounts across priority industries; position end-to-end cloud transformation and managed services.
· Build and convert a strategic pipeline through targeted prospecting, industry events, and partner-led motions; own ARR/gross margin targets with accurate forecasting.
· Orchestrate co-build, co-market, and co-sell with hyperscaler enterprise teams; leverage programs, funding, and marketplace mechanisms where applicable.
Key responsibilities
· Territory, account strategy, and pipeline
o Build an enterprise territory plan with named accounts, whitespace, and competitive displacement strategies; maintain 3–5x coverage.
o Create multi-threaded entry across CIO, CTO, CDO, CISO, CFO, Procurement, and Business Unit leaders; develop executive relationships and account plans.
· Sales execution and deal leadership
o Lead full-cycle, complex pursuits: discovery, value hypotheses, business case/TCO, solution shaping with architects, proposals/SOWs, negotiation, and close.
o Structure multi-phase programs (assessments, landing zones, migrations, app/data modernization, GenAI pilots to production, managed services) with clear success criteria.
· Executive alignment and governance
o Facilitate steering committees and QBRs; align to enterprise roadmaps, operating models, and compliance frameworks; manage risk and escalations.
o Run rigorous deal reviews, stage-by-stage conversion tracking, and forecast governance; ensure CRM fidelity and executive visibility.
· Alliance and ecosystem
o Co-sell with hyperscaler enterprise teams; align to programs, funding, and incentives; drive joint account planning and pipeline generation.
o Activate ISV and GSI/consulting partnerships as needed for solution completeness and scale; explore marketplace-directed transactions.
· GTM and enablement
o Package repeatable enterprise plays (data platform accelerators, migration factories, application modernization waves, FinOps, security uplift, GenAI CoEs).
o Build case-led narratives and references; run industry roundtables, workshops, and targeted campaigns with measurable follow-through.
Required experience
· 8–12 years in enterprise technology/services sales with consistent net-new logo acquisition and multi-million deal closures in India.
· Proven wins across cloud migration, modernization, data/AI, security, DevOps, and managed services; command of enterprise buying cycles and procurement.
· Hands-on co-sell motions with hyperscalers and experience leveraging partner programs, funding, and marketplace; familiarity with multi-partner pursuits.
Skills and competencies
· Executive selling: board-ready narratives, ROI/TCO, risk and compliance alignment, and cross-functional stakeholder management.
· Complex deal orchestration: MEDDICC/BANT-light rigor, competitive strategy, commercial modeling, and principled negotiation through legal/procurement.
· Prospecting excellence: named-account research, persona mapping, personalized outreach, and building executive sponsors and champions.
Nice to have
· Cloud certifications (foundational/associate) and exposure to enterprise data platforms, MDM, analytics/AI, and security operating models.
· Experience with large-scale transitions to managed services, landing zone modernization, and marketplace-based commercial constructs.
KPIs
· Net-new ARR/gross margin and bookings; new enterprise logos per half-year.
· Qualified pipeline coverage, stage conversion, sales cycle time, average deal size, and win rate.
· Co-sell influenced revenue, program/funding utilization, and marketplace contribution.
· Forecast accuracy, CRM hygiene, and QBR/steerco health metrics.
Sample day-to-day
· Named-account outreach and executive meetings; discovery and value workshops with IT and business leaders; follow-ups from industry events.
· Internal solutioning with architects and delivery leads; business case/TCO creation; commercial modeling and term-sheet iteration.
· Pipeline/forecast reviews, pursuit war-rooms on top deals, and joint planning sessions with hyperscaler and ISV partners.
Reporting and location
· Reports to Head of Sales; collaborates closely with Solution Architecture, Delivery, Alliances, and Marketing.
· Location: Bengaluru, Mumbai, or NCR preferred; pan-India coverage for strategic enterprise accounts.
Work Location: In person
