Job Description (JD) – Enterprise Sales Manager
Role Purpose To drive enterprise business growth by managing 30 high‑potential strategic accounts across BFSI, Insurance, Broking, ITES, Manufacturing & Digital Native segments. The role demands 360° account ownership — from opportunity identification to closure — in collaboration with OEM partners, presales teams, and internal stakeholders. The candidate will report to the Enterprise Sales Head.
Key Responsibilities
1. Account Management & Business Development - Manage 30 focus enterprise accounts with continuous coverage through planned visits and relationship mapping. - Identify new initiatives, upcoming projects, refresh cycles, and expansion opportunities within assigned accounts. - Build engagement with C‑Level executives, Procurement Heads, IT/Technical Champions, and key influencers. - Maintain deep understanding of customer business priorities and industry challenges.
2. Sales & Revenue Ownership - Own annual revenue target of 30–35 CR, with 15–20% bottom-line on product + additional services. - Responsible for end-to-end sales cycle from lead generation to closure. - Conduct competition analysis to identify weaknesses and position organization’s value.
3. OEM & Internal Collaboration - Work closely with OEM sales, OEM presales, and internal teams to co-create winning strategies. - Drive joint account plans, workshops, and events with OEMs
. 4. Process Compliance & Reporting - Maintain updated customer/account details and pipeline in CRM. - Provide daily activity reports and weekly sales review updates.
5. Relationship Building & Events - Execute customer engagement events, OEM roundtables, and workshops. - Invite key stakeholders to events and build long-term relationships.
Required Skills & Competencies - Strong connects across CXO, Procurement, Digital, Infrastructure & Security decisionmakers. - Strong forecasting, negotiation, and objection-handling skills. Qualifications & Experience - 4 years and above of enterprise/solution sales experience. - Experience of Mumbai customer is mandatory Key Performance Indicators (KPIs) 1. Revenue & Profitability KPIs - Annual Revenue Achievement: 25–30 CR - Gross Margin on Product: 15–20% - Quarterly Revenue Achievement: 90% of committed forecast 2. Pipeline & Opportunity Management KPIs - Qualified Pipeline Coverage: 3x of quarterly target - New Qualified Opportunities: 8–12 per month - Win Rate: >35% 3. Customer Engagement KPIs - CXO / Procurement / IT Champion Meetings: 8–10 per week - Account Mapping Coverage: 100% updated quarterly 4. OEM & Internal Collaboration KPIs - OEM Joint Meetings: 6–8 per month - OEM Funnel Contribution: 40–50% of total pipeline 5. Activity & Compliance KPIs - Daily Reporting Compliance: 100% - Weekly Review Attendance & Forecast Accuracy: 85% Lead Indicators - Weekly Account Visits: 12–15 customer interactions - OEM Meeting Cadence: 1–2 engagements per week - Early Opportunities Identified: 2 per week - Stakeholder Penetration Score: 4–6 new contacts per month
