Head of Sales - IT Services Job Description

Position: Head of Sales, IT Services

Location: Bangalore

Reports to: CXO

Department: Sales / Business Development

Job Type: Full-time

Position Overview:

The Head of Sales for IT Services is a senior leadership position responsible for driving the sales strategy, growth, and overall success of the IT services division. With over 15 years of experience in sales leadership, the individual in this role will manage a high-performing sales team, build and execute business development strategies, and deliver significant revenue growth for the organization. A deep understanding of the IT services industry, advanced sales leadership skills, and a proven track record of success in senior sales roles are critical for success.

Key Responsibilities:

1. Sales Strategy & Vision:

- Define and execute the long-term sales strategy for the IT services portfolio, aligning with the company's corporate objectives.

- Conduct in-depth market research and competitor analysis to refine sales approaches and uncover new business opportunities.

- Identify emerging trends in IT services (e.g., cloud, AI, cybersecurity) and leverage these insights to expand the company's offerings and revenue streams.

2. Leadership & Talent Development:

- Lead, mentor, and coach a diverse sales team, fostering a culture of high performance, collaboration, and continuous improvement.

- Build and develop a world-class sales organization by recruiting top talent, investing in training, and creating development paths for key sales team members.

- Set ambitious targets and ensure accountability across the team, while providing the necessary resources and support to achieve these goals.

3. Business Development & Client Acquisition:

- Drive new business acquisition by identifying, pursuing, and closing high-value sales opportunities, particularly with large enterprises and strategic accounts.

- Cultivate and maintain senior-level relationships with key clients and stakeholders, ensuring long-term partnerships and expanding the company's footprint in existing accounts.

- Develop customized sales strategies for complex, multi-year IT service deals, negotiating favorable terms and ensuring client satisfaction.

4. Revenue Growth & Profitability:

- Deliver consistent year-over-year revenue growth, ensuring both top-line growth and strong margins across all service offerings.

- Ensure effective management of the sales pipeline, working closely with the finance and operations teams to optimize pricing, deal structures, and profitability.

5. Sales Process Optimization & Reporting:

- Lead the sales team in adopting and refining best practices in sales processes, from lead generation to post-sales support, with a focus on efficiency and effectiveness.

- Provide strategic oversight on CRM usage and data analytics, ensuring accurate forecasting, reporting, and tracking of sales activities.

- Regularly review and analyze sales performance data, identifying areas for improvement and making data-driven decisions to optimize team performance.

6. Collaboration with Senior Leadership:

- Partner with the executive team to align sales strategies with business objectives and drive cross-functional collaboration.

- Collaborate closely with marketing, product, and delivery teams to ensure cohesive go-to-market strategies and the effective execution of client projects.

- Act as a key advisor to senior leadership on industry trends, client needs, and strategic opportunities.

7. Client Retention & Satisfaction:

- Take ownership of ensuring high levels of client satisfaction, working to proactively address issues and maintain strong, ongoing relationships.

- Lead efforts to improve customer retention by anticipating client needs, delivering excellent service, and facilitating upsell opportunities.

- Manage client escalations effectively and maintain a reputation for resolving challenges quickly and professionally.

8. Market Leadership & Thought Leadership:

- Serve as an ambassador for the company at industry events, conferences, and forums, sharing insights on IT services trends and innovations.

- Maintain a deep understanding of competitive positioning, market shifts, and emerging technologies, positioning the company as a market leader.

- Establish the company as a trusted advisor to clients by offering innovative solutions and industry best practices.

Key Qualifications:

- Education: Bachelor's degree in Business, Marketing, Computer Science, Information Technology, or a related field. An MBA is strongly preferred.

Experience:

- 15+ years of experience in sales leadership roles, with at least 10 years spent within the IT services industry (cloud, managed services, IT consulting, cybersecurity, etc.).

- Proven experience in managing large, multi-disciplined sales teams and successfully executing complex sales strategies.

- Significant experience working with senior-level executives and managing large enterprise accounts.

- A strong track record of achieving or exceeding sales targets, with experience in large-scale deal negotiation and closing.

Skills & Competencies:

- Exceptional leadership and team-building abilities, with a focus on mentoring and developing top talent.

- Strong financial acumen with the ability to forecast, manage budgets, and measure sales performance against business goals.

- Expertise in the IT services landscape, including a deep understanding of client needs, industry challenges, and technological innovations.

- Excellent communication, negotiation, and relationship-building skills at C-level and with key stakeholders.

- Proficient in using CRM tools (e.g., Salesforce) and sales analytics platforms to track and manage sales efforts.

Personal Attributes:

- Strategic thinker with a focus on driving long-term success while achieving immediate results.

- Ability to thrive in a dynamic, fast-paced environment and manage multiple high-stakes priorities.

- Highly results-driven with a passion for achieving sales excellence and exceeding revenue goals.

- Strong interpersonal skills and the ability to inspire and lead teams through change.

Working Conditions:

- Travel: Regular travel may be required to meet with clients, attend conferences, or visit key stakeholders.

- Work Hours: Flexible, with potential for after-hours support based on client needs and strategic initiatives.