Head - Sales & Business Development - Software Products/Solutions

This position provides senior leadership to the Sales and Business Development team focusing on IT solutions and platforms in the Transit/ Mobility and Micro-Payments spaces, within the IT SBU. The objective for this role will be to identify and generate business from new clients and opportunities, primarily in the Indian market. In addition, this role will be responsible for developing a sales and marketing plan, and building an appropriate team to deliver to it.

1. To create a strategic road map for short and long-term business objectives for the SBU, built around Transit solutions (such as Fleet Management Systems, Bus Management Systems, Automated Fare Calculation Systems, Common Mobility/ Contact-less Cards, payment acquiring and issuance systems for Transit etc.), as well as related web and mobile applications.

2. Plan, control and direct activities of the sales team to attain the budgeted numbers.

3. To execute strategy blue-prints for ROI/market share growth, operational efficiencies and resource optimization.

4. To design and drive marketing activities/ events and positioning the Co. with various industry stakeholders.

5. To build strong relationships with key decision-making teams of prospective customers.

6. To ensure all customer-oriented processes including customer feedback are measured, and managed well for high customer satisfaction.

7. To be responsible for creating a compelling value proposition across client verticals.

8. To be responsible for competition mapping/ tracking market trends and industry benchmarks.

9. To drive innovation and deliver business critical assignments.

10. To be responsible for account mining and growth from focused Government accounts.

11. To be responsible for end-to-end account mapping from pre-RFP to closure stage, cross- selling domain centric services from the wide range of IT offerings.

12. Retain accounts by developing strong relationships with key decision makers.

13. Business relationship with major OEMs and SI's business teams.

14. Develop strong relationship base within related ministries.

15. Team Management: Ensure approved staffing levels are maintained, departmental and staff education, training and cross training needs are met.

16. As a senior member of the leadership team, work closely with the other teams and business partners on product definition, product roadmaps, business case development, and overall direction for the area.

Engineering or MBA from premier institutes having more than 15 years of experience in driving/leading sales of Software Products/ Solutions.

Strong track record of selling high ticket value software solutions across multiple verticals/Industry (preferably Government sector and Transit vertical).

a. Experience in selling to Transport authorities/ undertaking, or to Smart Cities a definite plus.

b. Experience in Transit, iOT or micro-payments products/ solutions would be a plus but not a must.

c. Strong experience in B2B/ B2G/ Enterprise sales is essential.

- Should have experience of managing business across varied regions in India

- Strong sales leadership with experience of managing dynamic and high performing sales team

- Strong market connects/ network in SI/ Consulting community preferred.

- Strong negotiation and convincing skills for managing customer issues

- Excellent written, communication, inter personal, liaison and problem-solving skills with the ability to work in multi-cultural environment.