Lead - Enterprise Sales - IT

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• Location: HSR, Bangalore (Onsite)
• WFO- 5 days
• Immediate Joiners Are Preferred

Own net-new revenue across large enterprises by acquiring new logos and closing multi-tower cloud services deals spanning migration, application modernization, data/AI, security, DevOps, and managed services. Lead complex, multi-stakeholder pursuits, build executive alignment, and drive disciplined governance for predictable growth.

Role Summary:

• Drive new-logo acquisition in target enterprise accounts across priority industries; position end-to-end cloud transformation and managed services.
• Build and convert a strategic pipeline through targeted prospecting, industry events, and partner-led motions; own ARR/gross margin targets with accurate forecasting.
• Orchestrate co-build, co-market, and co-sell with hyperscaler enterprise teams; leverage programs, funding, and marketplace mechanisms where applicable.

Key Responsibilities:

Territory, account strategy, and pipeline:

• Build an enterprise territory plan with named accounts, whitespace, and competitive displacement strategies; maintain 35x coverage.
• Create multi-threaded entry across CIO, CTO, CDO, CISO, CFO, Procurement, and Business Unit leaders; develop executive relationships and account plans.

Sales execution and deal leadership:

• Lead full-cycle, complex pursuits: discovery, value hypotheses, business case/TCO, solution shaping with architects, proposals/SOWs, negotiation, and close.
• Structure multi-phase programs (assessments, landing zones, migrations, app/data modernization, GenAI pilots to production, managed services) with clear success criteria.

Executive alignment and governance:

• Facilitate steering committees and QBRs; align to enterprise roadmaps, operating models, and compliance frameworks; manage risk and escalations.
• Run rigorous deal reviews, stage-by-stage conversion tracking, and forecast governance; ensure CRM fidelity and executive visibility.

Alliance and ecosystem:

• Co-sell with hyperscaler enterprise teams; align to programs, funding, and incentives; drive joint account planning and pipeline generation.
• Activate ISV and GSI/consulting partnerships as needed for solution completeness and scale; explore marketplace-directed transactions.

GTM and enablement:

• Package repeatable enterprise plays (data platform accelerators, migration factories, application modernization waves, FinOps, security uplift, GenAI CoEs).
• Build case-led narratives and references; run industry roundtables, workshops, and targeted campaigns with measurable follow-through.

Required experience:

• 8-12 years in enterprise technology/services sales with consistent net-new logo acquisition and multi-million deal closures in India.
• Proven wins across cloud migration, modernization, data/AI, security, DevOps, and managed services; command of enterprise buying cycles and procurement.
• Hands-on co-sell motions with hyperscalers and experience leveraging partner programs, funding, and marketplace; familiarity with multi-partner pursuits.

Skills And Competencies:

• Executive selling: board-ready narratives, ROI/TCO, risk and compliance alignment, and cross-functional stakeholder management.
• Complex deal orchestration: MEDDICC/BANT-light rigor, competitive strategy, commercial modeling, and principled negotiation through legal/procurement.
• Prospecting excellence: named-account research, persona mapping, personalized outreach, and building executive sponsors and champions.

Nice to have:

• Cloud certifications (foundational/associate) and exposure to enterprise data platforms, MDM, analytics/AI, and security operating models.
• Experience with large-scale transitions to managed services, landing zone modernization, and marketplace-based commercial constructs.

KPIs:

• Net-new ARR/gross margin and bookings; new enterprise logos per half-year.
• Qualified pipeline coverage, stage conversion, sales cycle time, average deal size, and win rate.
• Co-sell influenced revenue, program/funding utilization, and marketplace contribution.
• Forecast accuracy, CRM hygiene, and QBR/steerco health metrics.

Sample day-to-day:

• Named-account outreach and executive meetings; discovery and value workshops with IT and business leaders; follow-ups from industry events.
• Internal solutioning with architects and delivery leads; business case/TCO creation; commercial modeling and term-sheet iteration.
• Pipeline/forecast reviews, pursuit war-rooms on top deals, and joint planning sessions with hyperscaler and ISV partners