Description: Head Business Development, Sales & Customer Success

(Industrial Automation - IIoT - Industry 4.0 - MES - Smart Manufacturing SaaS)

We are a leading, professionally managed Executive Search organisation that identifies Senior Talent for our clients who are World-Renowned MNCs & Indian Enterprises across diverse verticals.

JOB DESCRIPTION:

About the Organisation:

Our client is a fast-growing Industry 4.0 SaaS company enabling digital transformation, real-time machine monitoring, MES-lite workflows, and productivity optimization for manufacturing enterprises.

Their platform integrates PLC/SCADA, sensors, robotics, IIoT, AI/ML, digital dashboards, OEE analytics, downtime tracking, RTLS/GPS, workflow automation, and smart factory systemsdelivering measurable improvements in capacity utilization, throughput, quality, and profitability.

They serve leading manufacturers across automotive, aerospace, engineering, electronics, machine shops, FMCG, pharma, metals, and process industries. The company partners with ecosystem leaders including systems integrators to maximize reach and visibility.

Role Overview:

- The Head Business Development, Sales & Customer Success will be the organisations revenue engine, responsible for scaling national sales, building high-impact customer success, and driving operational excellence.

- This role reports directly to the Founders and is positioned for CEO succession as part of long term leadership planning.

Key Responsibilities:

1. Strategic Sales & Business Development:

- Own national revenue growth across IIoT, MES, digital transformation, machine automation, and Industry 4.0 solutions.

- Define GTM strategy to expand market share across automotive, engineering, FMCG, pharma, and discrete/process industries.

- Lead enterprise sales cycles targeting CEOs, CXOs, plant heads, operations leaders, and automation heads.

- Build channel alliances with OEMs, automation partners, robotics companies, machine tool builders, system integrators, and digital manufacturing platforms.

2. Customer Success & Value Realisation:

- Build a scalable customer success ecosystem focused on adoption, uptime, OEE improvements, and ROI milestones.

- Drive onboarding, training, support, SLAs, NPS, renewals, and expansion revenue.

- Create feedback loops with Product & Engineering to improve features for MES, smart controls, dashboards, traceability, genealogy, preventive maintenance, and energy optimization.

3. Operations, Delivery & Product Integration:

- Oversee implementation of solutions involving PLC, DCS, SCADA, HMI, AC Drives, VFDs, Servo, robotics, sensors, edge devices, RTUs, gateways, smart panels, and cloud/edge IIoT stacks.

- Ensure seamless integration with ERP/MES, CAD/CAM, process automation, machine monitoring, and digital manufacturing workflows.

- Introduce structures for virtual commissioning, plant simulation, cyber-security, predictive maintenance, and workflow automation.

4. Leadership, Governance & Business Scale-Up:

- Build, mentor, and scale high-performance teams across Sales, BD, Customer Success, and Operations.

- Own P&L, forecasting, KPIs, ARR, CAC, LTV, NRR, margins, departmental budgets, and ROI-driven decision-making.

- Institutionalize dashboards for sales velocity, revenue forecasting, customer health, deployment metrics, OEE uplift, downtime analysis, and productivity KPIs.

5. Ecosystem & Strategic Partnerships:

- Forge partnerships with industrial automation leaders and systems integrators.

- Represent the company at industry events, manufacturing conclaves, IIoT forums, and global automation ecosystem platforms.

Candidate Profile:

Engineering graduate (MBA preferred) with 15+ years in enterprise sales, BD, operations, or P&L roles in:

- Industrial Automation, IIoT, MES, Robotics, SCADA, Smart Manufacturing, or SaaS

- Proven track record selling to CXO/Plant Head/Operations leadership in manufacturing.

Deep understanding of:

- Plant operations, bottlenecks, OEE, downtime

- MES, SCADA, PLC automation

- Digital manufacturing & cloud/edge IoT

- AI/ML for predictive analytics

- Experience scaling teams across India and driving multi-crore enterprise SaaS adoption.

- Strong commercial acumen, negotiation skills, and customer-centric execution mindset.

Why Join:

- Lead the revenue, customer, and operations charter of one of Indias fastest-growing Industry 4.0 SaaS companies.

- Work directly with the founders in a high-autonomy, high-impact role.

- Position groomed for CEO succession.

- Attractive compensation, ESOPs, and high-growth trajectory.

- Opportunity to transform how Indias factories operate and compete globally.

- The position will close in the next four weeks.

- Our clients offer excellent salaries and opportunities for career growth.