Key Responsibilities:

1. Enterprise Sales & Revenue Growth:

- Own and drive enterprise sales targets across assigned geographies or verticals.

- Identify, qualify, and close high-value, complex B2B deals with large enterprises.

- Manage full sales lifecycle from prospecting, RFP/RFI handling, solution pitching, negotiation, to deal closure.

- Develop strong pipelines and forecast revenue accurately.

2. Strategic Account Management:

- Build and manage relationships with CXO-level stakeholders, procurement heads, and decision-makers.

- Create and execute account growth plans for existing enterprise customers.

- Drive upsell, cross-sell, and renewals within strategic accounts.

- Act as the single point of contact for key enterprise clients.

3. Solution Selling & Deal Structuring:

- Understand customer business challenges and map them to enterprise solutions.

- Work closely with pre-sales, solution architects, and product teams to design customized proposals.

- Lead commercial negotiations, pricing discussions, and contract closures.

- Ensure compliance with legal, finance, and internal approval processes.

4. Market & Industry Intelligence:

- Track market trends, competitor offerings, and emerging enterprise needs.

- Identify new industry verticals, use cases, and growth opportunities.

- Provide feedback to product and leadership teams on customer insights and market demands.

5. Cross-Functional Collaboration:

- Collaborate with marketing for lead generation, campaigns, and brand positioning.

- Coordinate with delivery and customer success teams to ensure smooth onboarding and long-term customer satisfaction.

- Partner with finance, legal, and operations teams for deal governance.

6. Sales Governance & Reporting:

- Maintain accurate sales data, pipeline status, and forecasts in CRM tools (Salesforce, HubSpot, etc.).

- Prepare periodic sales reports, forecasts, and management presentations.

- Ensure adherence to sales processes, compliance, and enterprise governance standards.

Key Skills & Competencies:

Core Sales Skills:

- Proven experience in Enterprise / Large Account B2B Sales

- Strong capability in consultative and solution-based selling

- Expertise in managing long sales cycles and multi-stakeholder deals

- Excellent negotiation, closure, and commercial acumen

Leadership & Behavioral Skills:

- Strong executive presence and communication skills

- Ability to influence senior stakeholders internally and externally

- Strategic thinking with a results-driven mindset

- High ownership, resilience, and ability to thrive in a target-driven environment

Preferred Industry Background:

- Enterprise Software / SaaS

- IT Services & Consulting

- Cloud, Data, AI, or Digital Transformation Solutions

- Telecom, BFSI Tech, ERP, or Large B2B Platforms

Key Performance Indicators (KPIs):

- Revenue achievement against enterprise targets

- New enterprise logos acquired

- Deal size and sales cycle efficiency

- Pipeline health and forecast accuracy

- Customer retention and account expansion