JOB TITLE: Sales Director Mumbai

JOB PURPOSE:

To own and grow Mumbai enterprise sales business, delivering INR 2025 Cr in annual revenue across new client acquisition and account growth for digital IT solutions portfolio (ITSM/ITAM/EPM, IT Observability, EAM/APM, own IP digital solutions, and Customer Experience solutions). The role requires a strategic sales leader with a strong hunter mindset, executive presence, and people-leadership capability personally driving CXO-level relationships and strategic deals across sectors such as Manufacturing (incl. Pharma), BFSI, Healthcare, Airports, Energy and Utilities, while leading, coaching, and holding accountable the Mumbai sales team (Senior Client Engagement Manager and Business Development Manager EAM).

QUALIFICATION:

Bachelors degree in business administration/marketing/engineering from a reputed university. MBA preferred.

CERTIFICATIONS:

EXPERIENCE:

14+ years in the IT/enterprise software industry, with at least 5 years in a sales leadership role managing a team and a multi-crore book of business. Must have a proven track record of owning INR 15Cr+ in annual new business sales (largely non-renewals).

REPORTING TO: SVP/CEO

RESPONSIBILITIES:

- Own and deliver the Mumbai sales P&L, driving INR 2025 Cr in annual revenue across new client acquisition, cross-sell and up-sell.

- Lead, coach and performance-manage the Mumbai sales team (Senior Client Engagement Manager, Business Development Manager EAM), setting individual targets that roll up to the overall business number.

- Personally drive strategic, large-value and CXO-led deals across PSU, Government, Manufacturing, BFSI, Healthcare, Airports, Energy, Utilities and asset-intensive sectors.

- Build and own the Mumbai account and territory plan, prioritizing sectors, key accounts, and OEM-led solution plays (ITSM/ITAM/EPM, IT Observability, EAM/APM, IP, CX solutions).

- Develop and present commercial proposals with India leadership/finance; lead negotiations and close deals.

- Track team and individual sales performance against forecast; manage pipeline health, coverage ratios, and deal velocity across the team.

- Represent at CXO level, owning L1 conversations independently on the largest and most strategic opportunities.

- Continuously scan competition and market shifts across Mumbai/West India; adjust team strategy accordingly.

- Build brand visibility through networking events, forums and market engagements; expand s presence in Mumbai.

- Collaborate with Presales, Service Delivery, Marketing and OEM/Vendor partners to maximize deal velocity, solution alignment and customer satisfaction.

- Proactively identify risks across the Mumbai account base and develop mitigation and retention strategies.

- Report business performance, pipeline and forecast to the Director India Business on a regular cadence.

TECHNICAL SKILLS / COMPETENCIES:

MANDATORY:

- Proven sales leadership experience has personally carried and exceeded a large (15Cr+) quota, and has led/coached a sales team to hit a combined target.

- Strong hunter mindset with proven expertise in new client acquisition, followed by deep relationship management and account growth.

- Solution Selling & Account/Territory Mapping across enterprise IT and asset-management portfolios.

- Business Domain Knowledge (BFSI, Manufacturing, Healthcare, Energy & Utilities, asset-intensive industries).

- Good commercial acumen pricing, margin management, and deal structuring.

- Market Intelligence & Competitive Awareness for the Mumbai/West India market.

- People leadership target-setting, coaching, and performance management of a sales team.

- Strategic Thinking & Execution; Outcome/Goal Orientation.

OPTIONAL:

- Experience in Consultative/Value-Based Selling.

- Knowledge of ITSM, EAM/APM, Infra, BPM, Contact centre, AI Solutions.

- Familiarity with BANT, SPIN, or similar sales frameworks.

- Sales Pipeline and CRM Process Discipline, including forecasting accuracy across a team.

SOFT SKILLS:

MANDATORY:

- Strong executive presence and communication skills represents confidently in front of CXOs and external stakeholders.

- Clarity in thought, structured articulation, and ability to hold meaningful, engaging conversations.

- Self-driven, resilient, and goal-oriented with strong ownership mindset for both individual and team numbers.

- Active networker participates in relevant industry forums, builds relationships beyond sales cycles, and maintains broad business connects.

- Inspirational people leader who can coach, motivate, and hold a small team accountable.

- Empathetic listener, agile thinker, and effective collaborator across internal teams and OEM partners.