The Head of Sales will spearhead global sales initiatives, focusing on expanding the market presence and driving revenue growth through consultative solution selling. This leadership role requires a strategic thinker with a proven track record in sales management within the technology consulting industry, capable of rapidly scaling operations, managing profitability, and fostering partnerships.
Brief Role Dimensions
1. Strategic Sales & Growth Strategy
- Business Mapping: Develop a detailed business roadmap that defines the company's current position, key objectives, and actionable steps to drive growth. This includes evaluating core strengths and identifying new opportunities in regions such as India, the USA, and Europe.
- Market Research: Conduct in-depth market research to understand regional dynamics, including customer demands, competitive landscape, and preferences. This data-driven approach will help craft customised strategies for each market.
- Digital and Analytical Expertise: Utilize digital selling techniques to broaden market reach and boost customer engagement. Leverage advanced analytics to refine sales strategies and enhance decision-making processes.
- Partnership Development: Identify and foster strategic partnerships that will elevate service offerings and expand market presence.
- Ownership and Accountability: Take full ownership of sales initiatives, ensuring targets are met and exceeded. Maintain responsibility for the overall performance and success of the sales department.
2. Client Acquisition and Relationship Management
- Client Acquisition: Lead the entire sales cycle, from prospecting to contract negotiation and deal closure.
- Relationship Building: Develop and nurture strong, lasting relationships with key decision-makers in large enterprises. Actively seek
- opportunities to upsell and cross-sell services to existing clients, ensuring continued business growth.
- Contracts: Manage software contract negotiations, create RFPs, and deliver compelling proposal presentations, ensuring alignment with client expectations and company goals.
- Collaboration: Work closely with cross-functional teams to ensure smooth onboarding and effective delivery of solutions, maintaining high levels of client satisfaction.
3. Build a Strong, Scalable Sales Infrastructure
- Process Definition and Setup: Design and implement comprehensive end-to-end processes, including the selection of appropriate channels, tools, and systems for effective lead generation, engagement, and client servicing. Continuously assess and optimize these processes to improve efficiency and align with business objectives.
4. Profit and Growth Management
- Sales Operations Oversight: Manage sales operations to drive profitability and ensure long-term, sustainable growth. Analyze financial metrics to make informed strategic decisions and optimize revenue generation.
- Value-Based Pricing: Develop and implement pricing strategies that accurately reflect the value delivered to clients, ensuring services are priced competitively while maximizing profit margins.
5. Talent and Culture
- Team Development: Build and develop a high-performing team from the ground up. Recruit, train, and nurture a skilled workforce capable of executing growth strategies and driving sales success effectively.
- Cultural Alignment: Cultivate a company culture that promotes innovation, agility, and a customer-centric approach. Foster a positive and inclusive environment to attract top talent and inspire high performance.
6. Monitoring & Reporting
- Performance Metrics: Define and implement key performance indicators (KPIs) to track progress toward growth and profitability objectives. Conduct regular assessments to ensure timely adjustments to strategies as needed.
- Market Analysis and Business Development: Analyze market trends to uncover new growth opportunities. Partner with the marketing team to develop impactful sales collateral and campaigns. Stay adaptable to changing market conditions and be ready to pivot strategies to address unforeseen challenges and capitalize on emerging opportunities.
- Reporting and Analysis: Track and assess sales performance, providing regular updates and reports to senior management. Utilize insights to refine sales strategies and improve overall outcomes.
Ideal Candidate
· Bachelor’s degree in Business, Marketing, or a related field; MBA preferred.
· Minimum of 10 – 15 years of experience in sales, with at least 5 years in a leadership role within the advanced analytics or AI consulting industry.
· Proven track record in unstructured and consultative solution selling.
· Demonstrated ability to scale operations and manage profitability.
· Strong understanding of digital selling techniques and analytics.
· Excellent communication, negotiation, and interpersonal skills.
· Ability to travel internationally as required.
Preferred Skills:
· Experience working with global teams and managing sales across multiple regions.
· Proficiency in CRM software and sales analytics tools.
· Strategic thinker with strong problem-solving skills.
· Ability to adapt to rapidly changing market dynamics.
Location
Open to Bangalore/Mumbai/Kolkata