Lead - Sales - Hyperscale

Job Description:

The Lead Sales Hyperscale will be responsible for driving revenue growth by acquiring and managing strategic relationships with Hyperscale Cloud Providers, Large Internet Companies, AI/ML Infrastructure Providers, OTT Platforms, Content Delivery Networks (CDNs), and Global Technology Enterprises. The role will serve as the primary commercial leader for hyperscale engagements, managing the complete sales lifecycle from opportunity identification through contract closure and account expansion. The incumbent will play a critical role in positioning AdaniConnex as the preferred data centre partner for hyperscale customers across India, supporting capacity pre-sales, build-to-suit opportunities, strategic partnerships, AI-ready infrastructure deployments, and long-term colocation engagements.

Key Responsibilities:

- Develop and execute the hyperscale sales strategy aligned with AdaniConnex's growth objectives.

- Identify, qualify, and secure large-scale colocation, build-to-suit, and powered-shell opportunities.

- Build strong relationships with key decision-makers within global cloud providers, internet companies, AI infrastructure providers, and technology enterprises.

- Drive pipeline generation and revenue growth across existing and new hyperscale accounts.

- Lead strategic pursuits involving multi-MW and multi-site data centre requirements.

Customer Relationship Management:

- Act as the executive sponsor for key hyperscale accounts.

- Establish trusted advisor relationships with customer leadership teams.

- Conduct regular business reviews and strategic account planning sessions.

- Ensure high customer satisfaction through proactive engagement and issue resolution.

- Develop account expansion strategies to maximize lifetime customer value.

Commercial Leadership:

- Lead contract negotiations, pricing discussions, commercial structuring, and proposal development.

- Drive complex deal closures involving long-term colocation, capacity reservation, and build-to-suit arrangements.

- Collaborate with legal, finance, operations, and leadership teams during contract execution.

- Ensure commercial viability of business opportunities while meeting customer requirements.

Solution Selling & Market Development:

- Work closely with Design, Engineering, Operations, Product, and Delivery teams to develop client-specific solutions.

- Present AdaniConnex capabilities, infrastructure roadmap, sustainability initiatives, and AI-ready offerings to prospective customers.

- Identify emerging market opportunities within Cloud, AI, Edge Computing, Digital Infrastructure, and Enterprise segments.

- Position AdaniConnex as a strategic long-term partner in India's digital infrastructure ecosystem.

Strategic Partnerships:

- Develop strategic alliances with cloud providers, system integrators, technology partners, and ecosystem stakeholders.

- Support joint business planning and go-to-market initiatives.

- Represent AdaniConnex at industry forums, customer events, and executive-level engagements.

Market Intelligence & Competitive Analysis:

- Monitor industry trends, competitor movements, hyperscale expansions, and emerging customer requirements.

- Provide insights to leadership regarding market demand, capacity planning, and customer investment trends.

- Support business strategy and expansion decisions through customer intelligence.

Internal Stakeholder Management:

- Collaborate with Project Delivery, Finance, Legal, Design, Operations, Procurement, and Leadership teams to ensure seamless deal execution.

- Drive bid management, proposal creation, customer presentations, and executive reviews.

- Ensure alignment across internal functions on customer commitments and delivery expectations.

Educational Qualifications:

- Bachelor's Degree in Engineering (Mechanical / Electrical / Electronics / Computer Science / Information Technology).

- MBA from a reputed institution preferred.

Experience:

- 15 - 20 years of experience in Sales, Business Development, Strategic Account Management, or Commercial Leadership.

- Minimum 8 - 10 years of experience in Data Centre, Cloud, Telecom, Digital Infrastructure, IT Infrastructure, Colocation, or Hyperscale sales.

- Demonstrated success in selling large and complex infrastructure solutions.

- Experience managing strategic enterprise or hyperscale customers is strongly preferred.

- Exposure to multi-million-dollar contract negotiations and long-term commercial agreements.