Sales Excellence Manager- Bangalore

Role & responsibilities

Key Responsibilities

Sales Process & Governance

• Define and implement best-in-class sales processes and methodologies.
• Drive CRM adoption, data quality, and sales discipline across teams.
• Establish standard operating procedures for opportunity management.
• Ensure stage progression and qualification frameworks are followed.

Pipeline & Forecast Management

• Monitor pipeline health, coverage ratios, and conversion rates.
• Conduct weekly forecast reviews with sales leadership.
• Identify deal risks, slippages, and corrective actions.
• Improve forecast accuracy and revenue predictability.

Performance Analytics

• Develop sales dashboards and executive reports.
• Analyse win/loss trends, sales cycle, productivity, and funnel performance.
• Provide actionable insights to improve revenue and GP achievement.
• Track key metrics including:
• Pipeline Coverage
• Win Rate
• New Logo Acquisition
• Revenue Achievement
• Gross Profit Achievement
• Sales Cycle Duration

Strategic Account Planning

• Support sales teams in account mapping and whitespace identification.
• Drive CXO relationship planning and engagement strategies.
• Identify cross-sell and upsell opportunities.
• Monitor strategic account growth plans.

Sales Enablement & Capability Building

• Design training programs on sales methodologies and solution selling.
• Improve discovery, qualification, and negotiation capabilities.
• Drive onboarding and productivity ramp-up of new sales hires.
• Build playbooks and reusable sales motions.

Forecasting & Business Reviews

• Lead Monthly Business Reviews (MBR) and Quarterly Business Reviews (QBR).
• Prepare leadership insights on revenue, pipeline, and growth opportunities.
• Ensure accountability on sales commitments and action plans.

Cross-Functional Collaboration

• Work closely with Sales, Marketing, OEM Alliances, Finance, Delivery, and HR.
• Support pricing governance and commercial approvals.
• Coordinate executive reviews and strategic initiatives.

Preferred candidate profile

• Bachelor's degree in Business, Engineering, Marketing, or related field.
• MBA preferred.
• 8-15 years of experience in B2B technology sales, sales operations, or sales excellence.
• Strong experience in CRM platforms (Salesforce, Dynamics, HubSpot, etc.).

Advanced Excel, Power BI, and sales analytics expertise