Sales Manager - GCC

Hiring for a Client - Qualitrix

Roles and Responsibilities

• Own an individual sales target of ₹4 Cr and contribute to a team target of ₹15 Cr through new logo acquisition and account growth.
• Drive 3X portfolio growth over the next 4 years through strategic sales and business development.
• Leverage industry relationships and networks to generate new business opportunities.
• Identify, qualify, and target mid-to-large fin tech/GCC firms and relevant customer personas.
• Own the end-to-end sales cycle — lead generation, opportunity qualification, proposals, negotiations, closure, and account mining.
• Identify and drive sales opportunities for both individual and team pipelines through to closure.
• Build, manage, and maintain a strong sales pipeline to achieve quarterly targets.
• Lead and develop the India Sales, Inside Sales, and Business Development teams.
• Track sales performance, targets, pipeline, and conversions through periodic reviews.
• Build and maintain relationships with key customer stakeholders and decision-makers.
• Develop account plans for post-sale mining and review account growth plans for existing accounts.
• Partner with Pre-Sales and Delivery teams on proposals, presentations, solutions, and client engagements.
• Lead contracting, pricing, commercial negotiations, and rate discussions for self and team.
• Drive deal and account margin management and tracking for the India business unit.
• Represent Qualitrix at key industry events and build market visibility.
• Identify, establish, and manage strategic partnerships to accelerate market development and growth.
• Conduct client meetings, presentations, and business discussions with senior stakeholders.
• Work effectively with remote and distributed teams across locations.
• Travel within India, at least twice a month, as required for business development and client engagements.

Requirements

1Strong B2B Sales Leadership Profile (Sales Manager / Business Head level) with GCC India and IT services sales experience

2Mandatory (Experience 1): Must have 9+ years of B2B sales experience, with a proven track record of achieving sales targets and owning end-to-end sales for both self and team.

3Mandatory (Experience 2): Must have order-booking of 10 Cr+ and a record of winning deals with clients of 100M+ (mid-to-large size).

4Mandatory (Experience 3): Must have personally won deals of size greater than USD 250K (₹2 Cr).

5Mandatory (Experience 4): Must have experience in the GCC India space, working with mid-to-large-size firms (USD 100M+ revenue).

6Mandatory (Experience 5): Must have owned the end-to-end sales process for IT services firms in India — lead generation, proposal, closure, and mining — for self and team.

7Mandatory (Experience 6): Must have experience building and developing sales teams, with periodic tracking and review of team performance and targets.

8Mandatory (Experience 7): Must have experience managing inside sales / BD teams to generate leads, and coordinating with pre-sales and delivery teams for proposals and pre-sales activities.

9Mandatory (Experience 8): Must have experience in contracting, pricing, and rate negotiations, plus deal and account margin management and tracking.

10Mandatory (Experience 9): Must have experience building account plans for mining after a deal-win and reviewing account plans for existing account teams.

11Mandatory (Tech skill): Must be an expert in using a CRM system, understand the sales process, and be proficient in MS Office (Excel, PowerPoint, Word).

12Mandatory (Skill 1): Must be able to leverage industry connections to generate new business, and map and build relationships with key customer stakeholders.

13Mandatory (Domain): Must come from an IT services / services-selling background. Candidates whose experience is in product sales are not a fit — this is a services sales role and requires selling IT services.

14Mandatory (Communication): Must have excellent verbal and written communication, able to drive client meetings and presentations.

15Mandatory (Education): Must have an MBA in Sales or Marketing.

16Mandatory (Stability): Must have a stable career background.

17Mandatory (Note 1): Must have flexibility to travel within India at least twice a month and the ability to operate remotely with distributed teams.

18Preferred: Experience in the Finance domain; strong team-management track record.