Head - Enterprise Sales - IT

Key Responsibilities:

Sales Strategy & Revenue Growth:

- Develop and execute the organization's sales strategy aligned with business objectives and growth plans.

- Own the overall sales pipeline, revenue forecasting, and annual sales targets.

- Identify new business opportunities, market segments, and customer acquisition strategies.

- Drive consistent revenue growth through enterprise sales, strategic partnerships, and channel development.

- Monitor sales performance, analyze market trends, and implement corrective actions to achieve business goals.

Business Development:

- Lead new client acquisition initiatives across enterprise and mid-market segments.

- Build and nurture long-term relationships with CXOs, decision-makers, and key stakeholders.

- Develop strategic partnerships and alliances to expand market reach.

- Lead contract negotiations, commercial discussions, and high-value deal closures.

- Identify opportunities for cross-selling and upselling across existing customer accounts.

Sales Leadership & Team Management:

- Build, mentor, and lead a high-performing sales team to achieve organizational goals.

- Define sales KPIs, performance metrics, and incentive structures.

- Conduct regular coaching sessions, performance reviews, and capability development programs.

- Foster a culture of accountability, collaboration, and continuous improvement.

- Recruit, onboard, and retain top sales talent.

Customer Relationship Management:

- Develop strong relationships with strategic clients to ensure long-term business partnerships.

- Understand customer challenges and recommend tailored business solutions.

- Ensure high levels of customer satisfaction, retention, and repeat business.

- Act as an executive sponsor for key accounts and resolve critical customer issues.

Sales Operations & Process Excellence:

- Implement efficient sales processes, CRM best practices, and pipeline management.

- Prepare accurate sales forecasts, MIS reports, and executive dashboards.

- Optimize sales productivity through data-driven decision-making and process improvements.

- Collaborate with marketing, product, finance, and customer success teams to improve customer acquisition and retention.

Market Intelligence:

- Conduct market research to identify emerging opportunities and competitive trends.

- Analyze customer behavior, industry developments, and competitor strategies.

- Recommend new products, services, and market expansion initiatives based on business insights.

- Represent the company at industry conferences, networking events, and customer engagements.

Required Skills:

- Proven expertise in enterprise sales, business development, and revenue generation.

- Strong experience in B2B sales, strategic account management, and solution selling.

- Demonstrated success in leading and scaling high-performing sales teams.

- Excellent negotiation, presentation, and commercial acumen.

- Strong understanding of sales forecasting, pipeline management, and CRM platforms.

- Experience managing complex, high-value enterprise sales cycles.

- Exceptional leadership, coaching, and people management skills.

- Excellent communication, stakeholder management, and relationship-building abilities.

- Strong analytical and strategic thinking capabilities.

- Ability to work in a fast-paced, target-driven environment.

Preferred Candidate Profile:

- 10 - 12 years of experience in enterprise sales, business development, or sales leadership.

- Proven track record of consistently achieving and exceeding revenue targets.

- Experience managing large enterprise accounts and complex B2B sales cycles.

- Demonstrated ability to build and lead high-performing sales teams.

- Strong business acumen with experience in strategic planning and market expansion.

- Excellent communication, negotiation, and leadership skills.