Sales Head

Job Title: Head of Sales / Head of Business Development

Domain: Enterprise Software Solutions & IT Services
Geography: North America & Middle East
Location: Hyderabad
Experience: 1520 Years
Company Profile: Mid-sized IT Services / Software Organization

Role Overview

We are looking for an experienced and entrepreneurial Head of Sales / Head of Business Development to lead the company's sales and business development function across North America and the Middle East.

The role will have end-to-end ownership of revenue growth, pipeline development, new client acquisition, strategic accounts, sales strategy, and business development operations. The ideal candidate should have a proven track record of building and scaling IT services business for a mid-sized organization, preferably with experience in companies with up to 1,000 employees, rather than large MNC environments.

The candidate should be a strong hunter, relationship builder, consultative seller, and sales leader who can independently build market presence, engage CXO-level stakeholders, close enterprise deals, and build a high-performing sales organization.

Key Responsibilities

1. Sales Strategy & Revenue Leadership

• Own and drive the overall sales and business development strategy for North America and the Middle East.
• Develop annual and quarterly revenue, pipeline, and client acquisition plans.
• Build a predictable sales pipeline and ensure consistent conversion of opportunities into revenue.
• Identify new markets, industries, accounts, and service opportunities for growth.
• Define sales targets, KPIs, territory plans, and account strategies.
• Provide regular revenue and pipeline forecasts to the leadership team.

2. New Business & Enterprise Sales

• Drive new-logo acquisition and build a strong enterprise client base.
• Personally lead strategic opportunities and complex sales engagements.
• Build relationships with CXOs, CIOs, CTOs, IT Heads, Procurement Heads, and Business Leaders.
• Own the complete sales lifecycle from prospecting and qualification through negotiation and closure.
• Drive consultative and value-based selling rather than transactional sales.
• Develop and close high-value, multi-year IT services engagements.

3. Solution & Services Selling

Drive business across multiple technology and services areas, including:

• Application Integration – API, Middleware, EDI
• ERP & System Integration – Oracle, Microsoft Dynamics
• Application Development & Modernization
• Cloud, DevOps & Automation
• Data Analytics, AI/ML & Digital Transformation
• Managed IT Services
• Custom software and enterprise technology solutions

The candidate should be capable of understanding customer business challenges and positioning the appropriate combination of services and solutions.

4. Sales Team Leadership & Development

• Build, lead, coach, and manage the sales/business development team.
• Define individual and team targets and establish performance metrics.
• Develop sales processes, methodologies, reporting mechanisms, and governance.
• Mentor team members on enterprise selling, prospecting, negotiation, and account management.
• Build a culture of ownership, accountability, pipeline discipline, and revenue focus.
• Participate in hiring and developing the sales organization as the business scales.

5. Strategic Account Management

• Develop and maintain relationships with key strategic customers.
• Drive account expansion, cross-selling, and up-selling opportunities.
• Identify opportunities to expand existing engagements into additional service lines.
• Build long-term executive relationships and improve customer retention.

6. Market Development & GTM

• Develop and execute Go-to-Market (GTM) strategies for target geographies and industries.
• Identify priority industries, target accounts, market segments, and emerging opportunities.
• Build strategic partnerships, alliances, referral networks, and channel relationships.
• Represent the organization at relevant industry events, conferences, and customer forums.
• Develop market intelligence on competitors, pricing, customer demand, and emerging technologies.

7. Proposal, RFP & Deal Management

• Lead strategic RFP, RFI, RFQ, and proposal engagements.
• Work closely with Presales, Delivery, Solution Architects, and Leadership to develop differentiated proposals.
• Own commercial discussions, pricing, negotiation, and contract closure.
• Ensure appropriate deal qualification and commercial governance before closure.

8. Sales & Delivery Collaboration

• Work closely with Delivery and Presales teams to ensure solutions are commercially viable and aligned with customer expectations.
• Ensure smooth transition from sales to delivery.
• Maintain strong visibility of customer commitments, project scope, commercials, and expectations.
• Provide customer and market feedback to leadership to influence service offerings and product strategy.

Required Experience & Qualifications

• Bachelor's degree in Engineering, Business, Management, or related discipline; MBA preferred.
• 12–20 years of overall experience in IT Services / Enterprise Software Sales / Business Development.
• Proven experience in a Sales Head, Business Head, Head of Business Development, Sales Director, or equivalent leadership role.
• Strong track record of independently driving revenue, pipeline, new-logo acquisition, and enterprise sales.
• Experience selling IT services and/or enterprise technology solutions into North America and/or the Middle East.
• Experience working with mid-sized IT services/software organizations, preferably organizations with up to approximately 1,000 employees.
• Demonstrated experience managing and developing sales teams.
• Strong experience handling complex, consultative, multi-stakeholder sales cycles.

Key Skills & Competencies

• Enterprise B2B Sales
• New Business Development
• Revenue & Pipeline Ownership
• Consultative & Solution Selling
• CXO / C-Level Engagement
• Strategic Account Management
• GTM Strategy
• Sales Team Leadership
• Negotiation & Deal Closure
• RFP / Proposal Management
• Channel & Alliance Development
• Forecasting & Sales Governance
• Strong commercial and business acumen

Preferred Experience

• Existing network of enterprise decision-makers in North America and/or Middle East.
• Experience building sales functions in a mid-sized IT services organization.
• Proven ability to operate in a high-growth, entrepreneurial environment.
• Experience selling multi-service IT portfolios rather than a single technology/product.
• Exposure to BFSI, Logistics & Supply Chain, Energy, Manufacturing, or Public Sector.
• Experience taking ownership of both strategic sales and hands-on business development.

Key Performance Indicators (KPIs)

• Annual Revenue Achievement
• New Business / New Logo Revenue
• Qualified Pipeline Generation
• Pipeline Coverage & Conversion
• Deal Closure Rate
• Average Deal Size
• Gross Margin / Deal Profitability
• Client Acquisition & Retention
• Account Expansion / Cross-Sell / Up-Sell
• Sales Team Productivity
• Forecast Accuracy
• Strategic Partnership & Channel Contribution