Experience Level
10+yrs (Enterprise IT Services Sales)
Role Type
Individual Contributor (IC)
Domain Focus
IT Infrastructure, Application Services, Quality Engineering & Testing
Objective
Net-New Enterprise Acquisition (Hunting) & Account Expansion (Farming)
Location
Mumbai
Position Summary
We are seeking a high-performing Sales Service Manager to drive enterprise sales across our Infrastructure, Application, and Testing portfolios. In this high-impact IC role, you will hunt for net-new business, structure complex technical solutions, and scale existing accounts to accelerate revenue growth across assigned territories and verticals.
Key Responsibilities
- New Business Acquisition (Hunting): Prospect, qualify, and close high-value enterprise opportunities; manage full sales cycles from lead generation to deal closing.
- Consultative Selling & Solutioning: Articulate tailored IT solutions across Cloud/Infra, Application Modernization, and QA/Testing; collaborate with pre-sales and delivery teams to pitch ROI to C-level executives.
- Account Expansion (Farming): Analyze client ecosystems to spot operational gaps, introduce cross-portfolio services, and maximize share-of-wallet.
- Deal Ownership & Commercials: Lead RFP/RFI/RFQ responses and own commercial negotiations for Master Service Agreements (MSAs) and Statements of Work (SOWs).
- Pipeline & CRM Governance: Maintain accurate sales forecasting, pipeline health, and CRM records to consistently hit quarterly and annual targets.
Target Domain Expertise
Proven track record selling one or more of the following:
- Infrastructure Services: Cloud & Data Center, Network & Security, FMS & End User Managed Services.
- Application Services: Application Development/Modernization, Maintenance & Support, Digital Transformation.
- Quality Engineering: Managed Testing Services, Test Automation, DevOps/CI-CD, AI-Led QA Solutions.
Qualifications & Requirements
- 10+ Years Experience: Proven track record in enterprise IT services sales as an Individual Contributor managing multi-million-dollar pipelines.
- Executive Presence & Negotiation: Expert at engaging CIOs, CTOs, and Procurement Heads with strong deal-structuring and conflict-resolution skills.
- Sector Knowledge: Experience selling into BFSI, Manufacturing, Retail, Telecom, or Healthcare enterprise sectors preferred.
Core Competencies
- Sales & Commercial: Consultative Selling, Opportunity Qualification, MSA/Contract Negotiation, Pipeline Management.
- Stakeholder Management: CXO Relationship Building, Executive Pitching, Cross-Functional Alignment.
- Business Acumen: IT Outsourcing Models, Financial/Commercial Structuring, Strategic Account Planning.
Key Performance Indicators (KPIs)
- Quarterly & Annual Revenue Target Attainment (Bookings & Gross Margin).
- Net-New Enterprise Logo Wins.
- Share-of-Wallet / Cross-sell Growth in existing accounts.
- Proposal Win Ratio & Forecast Accuracy.
What We Offer
At Xilligence, you'll be part of an entrepreneurial, growth-focused organization where your impact is direct and visible. You'll work alongside experienced delivery, consulting, and engineering teams to solve complex business challenges for enterprise customers. We offer a collaborative environment, significant autonomy, opportunities to work on strategic digital transformation initiatives, and a competitive compensation structure with performance-driven rewards.
Pay: ₹1,000,000.00 - ₹1,200,000.00 per year
Work Location: In person
