Head - Sales - IaaS/SaaS/PaaS

- The ideal candidate is a self-starter and team player with prior experience leading, managing and developing IaaS/ SaaS/PaaS business from scratch specially in a start-up environment . This will require possessing a relentless desire and proven track record of exceeding challenging financial targets.

- The Sales Head will build and execute well-defined account plans and drive success in the following areas: territory planning, pipeline development, presentation and delivery, trial process management, pricing, negotiation and the closing process. The successful individual must be highly organized with an entrepreneurial mindset; adept and thorough in delivering sales presentations, onsite visits and platform demonstrations to prospective clients.

- The ideal candidate will also have experience of scaling-up businesses through partner ( Mostly sell-thru ) channels to market. . He /She will be responsible for executing on all field-related aspects of the business relationship with each partner; on-boarding, training, pipeline reporting, win/loss reporting. In addition, this role is responsible for business planning; sales & growth targets and marketing objectives, which are reviewed with the partner and management team on a regular basis (at a minimum quarterly).

- The individual will both identify and source sales opportunities that align with the ideal customer profile for for the purposes of maximizing solution value and platform adoption.

- The individual will initiate contact and professional follow-up for all sales meetings within the assigned territory. The individual will meet all sales objectives and bookings targets in accordance with company growth expectations, and develop revenue expansion opportunities across a base of enterprise accounts. 

- They must work closely and collaboratively with Customer Success to drive platform adoption and usage, as well as with Product Management to understand future requirements to accelerate demand for NF in the market.

- The right person for this critical and highly visible role will be a self-motivated results-oriented individual, who has a successful previous track record as a sales professional and business leader. The right person will also thrive in a fast paced and growth-oriented environment. In long term, he/she will assume the role of Region Head &expand the India organisation which will be success/RoIbased .

Job Duties And Responsibilities: 

- Owns India revenue/new business target.

- Lead, manage and develop a set of Enterprise Accounts and Partners with focus on achieving and exceeding quarterly and annual targets

- Develop and manage an assigned set of NF partner and prospective partners.Engage in board-room-level discussions regarding how NF can bring value to a partner's business.

- Proactively maintain ongoing knowledge of industry, territory, existing and target partner accounts, & competitive landscape.

- Possess an in-depth knowledge of each strategic partner business and what drives their success. Demonstrate value by aligning a relevant value proposition from NF with the partner's strategy and objectives.

- Work in conjunction with the broader Sales, Partner and Alliances teams to build and maintain relationships with new and existing NF partners

- Conduct regular deal reviews with the team to ensue deal execution and forecast accuracy

- Work cross functionally to develop and fine tune operating procedures, particularly with Inside sales, Pre Sales, product and Marketing.

- Oversee and be responsible for accurate weekly forecasting to the APAC MD and Global Chief Revenue Officer (CRO)

- Develop and execute a comprehensive account strategy for the assigned territory

- Accelerate new customer acquisition and upsell growth in existing accounts, while maintaining an accurate sales pipeline

- Work closely with customers and channel partners to drive market adoption of NFplatform

- Manage pricing discussions and contract negotiations

- Develop long-term strategic relationships with cloud integrators, channel partners .

We're Looking For Someone With

Education - Bachelor's degree or equivalent experience. MBA preferred .

 Experience: 

- Experience working with a start-up before (preferred but not mandatory, but should be aware of challenges and benefits of start-up culture ).

- Experience managing relationship with CXOs and closing deals at CXOs level .

- Experience speaking in events .

- Experience working with a IaaS/SaaS/PaaS company before

- Experience of incubating a new territory /region and building the business from scratch .

- Experience working with a Cloud Integration partners from AWS/Azure community.

- Experience working as partner leader as in a field execution role with proven success record.

- Experience mitigating channel conflict.

- 10-15 years of experience in dealing at CXO level and closing complex sales deals in areas of Cloud, SaaS with competency around cloud networking, VPN, SDWAN etc

- Other

- Self-starter with proactive style, capable of hands-on problem-solving, with the ability to generate ideas and solutions.

- Ability to communicate effectively verbally and in writing with technical, business development, sales, and executive roles.

- Strong organizational skills with the ability to operate independently while managing internal and external stakeholder relationships.

- Ability to enthusiastically evangelize the NF message to strategic partners and their customers.

- Desire to own all parts of a partner lifecycle, starting with profiling/recruitment.

- Proven success with sales ability and demonstrated knowledge of sales process.

- Hunter mentality is a MUST.

- Willing to travel to all partner activities and to NF corporate activities. Travel, primarily within assigned region, will be required (approximately 50%).