Head of Enterprise Sales Industry Solutions & AI Platforms

About the Role:

We are seeking an accomplished Head of Enterprise Sales Industries to lead and scale our enterprise sales organization focused on driving adoption of AI, data, cloud, and digital transformation solutions across strategic industry verticals.

This executive leadership role will be responsible for defining go-to-market strategy, building and leading high-performing sales teams, establishing industry-specific sales motions, and driving revenue growth across large enterprise accounts.

The ideal candidate possesses a strong track record of selling complex technology platforms, enterprise software, cloud services, AI solutions, and digital transformation programs to Fortune 500 and Global 2000 organizations. This leader will build executive relationships, influence strategic technology decisions, and guide organizations through large-scale transformation initiatives.

Key Responsibilities:

Enterprise Sales Strategy & Leadership:

- Develop and execute industry-specific go-to-market strategies.

- Define market segmentation, territory planning, account prioritization, and coverage models.

- Establish industry value propositions and business outcome-focused sales strategies.

- Create scalable and repeatable sales motions aligned to customer buying journeys.

- Drive long-term revenue growth and market expansion initiatives.

Revenue Growth & Business Development:

- Own annual and quarterly revenue targets.

- Build and maintain a predictable, scalable sales pipeline.

- Drive new customer acquisition and expansion within existing accounts.

- Lead strategic account planning for key enterprise customers.

- Identify whitespace opportunities and growth initiatives.

Executive Customer Engagement:

- Build trusted relationships with C-level executives, including CEOs, CIOs, CTOs, CDOs, CFOs, and business leaders.

- Engage directly in strategic sales opportunities and executive-level negotiations.

- Develop compelling business cases and ROI-driven value propositions.

- Navigate complex procurement, legal, compliance, and security review processes.

- Serve as executive sponsor for strategic accounts.

Team Leadership & Talent Development:

- Recruit, develop, and retain high-performing enterprise sales leaders and account executives.

- Build industry-focused sales organizations.

- Establish coaching, mentorship, and leadership development programs.

- Create career progression frameworks and succession planning.

- Foster a high-performance, customer-centric sales culture.

Industry Solution Development:

- Identify industry-specific use cases and transformation opportunities.

- Develop repeatable solution frameworks and customer success stories.

- Create industry playbooks, competitive positioning, and value messaging.

- Partner with marketing and enablement teams to scale industry expertise.

Cross-Functional Collaboration:

Partner closely with:

- Product Management

- AI Engineering Teams

- Solutions Architecture

- Customer Success

- Marketing

- Strategic Partnerships

- Legal & Compliance

- Finance & Commercial Operations

Responsibilities include:

- Solution design and value realization

- Product feedback and roadmap influence

- Customer onboarding and adoption

- Industry-specific innovation initiatives

Ecosystem & Partner Management:

- Develop strategic relationships with cloud providers, consulting firms, and technology partners.

- Drive joint go-to-market initiatives.

- Build partner-led revenue opportunities.

- Expand industry reach through ecosystem collaboration.

Potential partner ecosystems include:

- AWS

- Microsoft Azure

- Google Cloud

- Global Systems Integrators

- Advisory & Consulting Firms

- Independent Software Vendors (ISVs)

Thought Leadership & Market Presence:

- Represent the organization at industry conferences and executive forums.

- Build credibility as a trusted advisor in AI and digital transformation.

- Participate in customer advisory boards and industry events.

- Publish insights on emerging technology trends and business transformation.

Required Qualifications:

Experience:

- 15+ years of enterprise technology sales experience.

- 8+ years leading enterprise sales teams and sales leaders.

- Proven track record of exceeding revenue targets in complex enterprise environments.

- Experience selling cloud, AI, enterprise software, analytics, data platforms, or digital transformation solutions.

- Experience managing large strategic accounts and multi-million-dollar opportunities.

Industry Expertise:

Strong experience in one or more industries:

- Telecommunications

- Media & Entertainment

- Retail & Consumer Products

- Manufacturing & Industrial

- Business Services

- Financial Services

- Healthcare

- Technology

Sales Leadership Expertise:

- Enterprise account management

- Strategic selling

- Consultative sales methodologies

- Value-based selling

- Executive engagement

- Revenue forecasting

- Territory design

- Sales organization scaling

Technical & Business Knowledge:

Strong understanding of:

- Artificial Intelligence & Generative AI and Agentic AI

- Enterprise Applications

- Cloud Platforms

- Data & Analytics

- Automation Technologies

- Digital Transformation

- API Platforms

- Software Development Ecosystems

Preferred Qualifications:

- Graduate from IIM and IIT or Equivalant Premier Institution.

- Experience scaling high-growth technology businesses.

- Experience selling AI, machine learning, or emerging technology platforms.

- Experience with consumption-based or subscription business models.

- Experience building industry-focused sales organizations.