THE ROLE:

A quota-carrying individual-contributor role responsible for creating, qualifying, progressing and closing profitable new enterprise business within an assigned market. You will build evidence-based pipeline, develop client and executive access, lead consultative selling and commercial closure, and ensure a clean handover into account and delivery ownership.

KEY RESPONSIBILITIES:

- Build focused territory and target-account plans and proactively create qualified new-logo opportunities.

- Lead consultative discovery to understand business problems, value, urgency, stakeholders, decision process, competition and commercial path.

- Develop pursuit strategy, executive access, stakeholder maps, value narratives, win themes and disciplined close plans.

- Orchestrate Pre-Sales, COEs, Delivery and specialist teams to shape credible solutions and proposals while retaining ownership of client context and pursuit strategy.

- Lead commercial discussions within approved guardrails, protecting price, margin, scope, payment terms and delivery risk.

- Own pipeline and forecast integrity, maintain accurate CRM evidence, reforecast when facts change and remove stale or weak pursuits.

- Capture market and competitive intelligence and ensure every win transitions with complete client, commercial, solution, risk and stakeholder context.

WHAT WE ARE LOOKING FOR:

- 6-12 years of relevant experience in enterprise sales within IT Services, with direct ownership of new-business pursuits.

- Demonstrated ability to create pipeline through targeted prospecting and convert qualified opportunities into enterprise wins.

- Strong consultative / value-selling capability, including business discovery, CXO / senior-stakeholder engagement and multi-stakeholder pursuit management.

- Commercial judgement and negotiation discipline, with the ability to work effectively across Pre-Sales, Delivery, Finance and Legal.

- Strong CRM, pipeline management and forecast discipline; evidence-led rather than activity-led selling.

- Graduate / MBA, with clear communication, ownership, pace, customer curiosity and high professional integrity.

SUCCESS IN THIS ROLE:

Success is measured by profitable bookings and new-logo outcomes, qualified pipeline creation, opportunity conversion, forecast and commercial discipline, strong customer credibility and clean handover. Activity volume alone is not the outcome.