We are seeking a seasoned Enterprise Sales Head with 20+ years of extensive sales experience. The ideal candidate will have a proven track record in achieving enterprise sales targets within the Indian market, particularly in the North, West, and South regions. Candidates with experience in Telcom services, IT Services, SaaS, or System Integrators are highly encouraged to apply.

B. Duties & Accountability:

Responsibilities:

- Lead and manage the enterprise sales, channel sales & marketing teams to drive revenue growth and achieve sales targets in alignment with company objectives.

- Develop and implement strategic sales plans to penetrate and expand our presence in the Indian market, focusing on segments such as BFSI, IT, ITES, Digital Natives, Media ,Carriers and DCs .

- Leverage existing relationships and networks to identify new business opportunities and build strong partnerships with enterprise clients.

- Revenue growth - Improvise upon existing sales process and analysing each deal to improve conversion rates, number of closures each month and ARR.

- Funnel management and planning monthly / quarterly sales rhythm.

- Drive account planning initiatives to maximize account share of wallet and ensure customer satisfaction.

- Develop and build the Channels sales organization to cater to the Enterprise, SME customer base

- Collaborate with cross-functional teams including marketing, product development, and customer success to ensure alignment and deliver integrated solutions that meet customer needs.

- Stay abreast of industry trends, competitor activities, and market developments to inform business strategies and maintain a competitive edge.

- Provide regular sales forecasts, reports, and insights to senior management to track performance and drive informed decision-making.

Qualifications:

- Bachelor's degree in business administration, Sales, Marketing, or related field. MBA preferred.

- 20+ years of progressive sales experience, with at least 10+ years in enterprise sales.

- Demonstrated success in achieving enterprise sales targets, with a track record of managing complex sales cycles and large deal sizes.

- Experience in achieving enterprise sales targets of $60 -$80 million Total Contract Value (TCV) or equivalent.

- Strong network and relationships within the Indian enterprise market, particularly in the North, West, and South regions.

- Proven ability to develop and execute strategic sales plans, drive revenue growth, and expand market share.

- Excellent leadership, communication, and interpersonal skills, with the ability to inspire and motivate a high-performing sales team.

- Analytical mindset with the ability to leverage data and insights to inform decision-making.

- Results-oriented with a strong drive for success and a passion for exceeding targets.

Personal Attributes:

- Leadership: Inspiring and motivating sales teams towards achieving ambitious revenue targets.

- Strategic Thinking: Developing and executing long-term sales strategies aligned with business objectives.

- Relationship Building: Fostering trusting relationships with C-suite executives and key stakeholders.

- Results Orientation: Driven by a desire to achieve and exceed sales targets, delivering tangible results.

- Adaptability: Navigating complex sales scenarios and adapting strategies to meet evolving customer needs and market dynamics.

Key Stakeholders:

Internal: Stakeholder management with SLT members of the organization

External: Stakeholder management with customers, channel partners.

Qualifications & Experience:

1. Bachelor's degree in business administration, Sales, Marketing, or related field. MBA preferred.

2. 20+ years of progressive sales experience, with at least 10+ years in enterprise sales.

Competencies (As per the competency framework and the proficiency levels)

Qualifications and Experience:

Relationship Management:

- Manage and cultivate relationships with Chief Information Officers (CIOs), Chief Technology Officers (CTOs), and Chief Digital Officers (CDOs) to understand their needs and position our solutions effectively.

Strategic Communication:

- Initiate and lead strategic communications with CXO-level executives to identify opportunities, address challenges, and drive business growth.

Revenue Focus:

- Drive revenue generation and overall profitability of the business through strategic sales initiatives and effective pipeline management.

Market Understanding:

- Possess a good understanding of the India connectivity landscape, including market players, market share, and advisable market size, to inform sales strategies and decision-making.

- Predicts industry developments, influencing strategic decisions, capitalizing on emerging trends, and crafting innovative market approaches that propel our networking leadership.

Pipeline Management:

- Navigates intricate pipelines adeptly, orchestrating complex opportunities, forecasting outcomes, and driving collaboration across stakeholders to elevate our influence.

Account Planning and Strategy:

- Shapes transformative account strategies, pioneering innovative approaches that redefine client interactions and elevate our networking influence.

Sales Process Management:

- Shapes transformative sales processes, pioneering new methodologies that redefine industry standards, propelling networking excellence.

Sales Cycle Management:

- Oversee the sales cycle from wide reporting, forecasting, to developing sales strategies tailored to each India sub-region, ensuring alignment with overall business objectives