Head - Global Sales - IT

Roles & Responsibilities:

- Formulate GTM strategy (direct & indirect sales) with specific focus on country & customer segments recognizing the market & technology trends

- Lead generation & qualified pipeline development leveraging own & corporate networks, referrals, external sales partners and marketing initiatives. Drive opportunity engagement process through qualification, demo, PoC, proposal & contract negotiation process

- Skillfully negotiate agreements and maintain meticulous records of sales and data using proper systems/applications

- Develop & nurture client relationships that help drive long term benefits including client referenceability and market credibility

- Ensure tight interlock with product & engineering teams on the proposed solution to address customer pain points through product fit and integration with customer's legacy systems

- Work closely with relevant stake holders to identify opportunities for cross-selling, upselling, and bundling of services, ensuring a unified approach in delivering comprehensive solutions

- Propose solution with the right pricing and commercial terms to maximize monetisation while delivering strong value proposition to the customer

- Negotiate the final customer contract aligned to the corporate governance requirements while ensuring a fair relationship focused contract

- Ensure proper handover of the opportunity and customer relationship to product/engineering team for successful delivery of the contract and long term success

- Collaborate and work closely with account teams of principals like Salesforce, SAP, Microsoft etc to align sales strategies, share market insights, and improve client engagement.

- Participate and manage events, webinars leveraging social media sales channels

- Connect and network with industry associations and councils to monitor industry trends, market analysis also gather competitor intelligence.

Qualifications, Skills & Experience:

- Bachelor's/Masters degree with minimum 15 years' work experience in B2B Software/SaaS sales, with experience in a leadership role.

- Candidates with tech and/or business background are preferred. Automotive & Financial services industry exposure will be an added advantage.

- Deep understanding of B2B sales in India & ASEAN with proven experience in Indonesia & Philippines in customer facing (sales or business development) roles

- Proven track record of delivering results in sales with both Software Product & professional Services.

- Excellent communication skills to engage C-Level executives (both internal and external stakeholders)

- Team player - ability to work with multiple stakeholders spread across different locations like Presales, CTO and Engineering teams to tailor offerings, ensuring alignment with client needs and industry trends.

- Strong leadership and people management skills, with experience in leading and motivating sales teams toward achieving ambitious targets.