▷ [30/09/2025] Head of Sales

Job Description

Job Description Vice President / Director, Business Development (US Sales)

Position Title: VP / Director Business Development (US Sales)

Experience Required: 15+ years in IT services business development and account growth

Domain Focus: Infrastructure, Cloud, and Analytics

Role Overview

We are seeking a dynamic and strategic VP/Director of Business Development to drive growth across Infrastructure, Cloud, and Analytics services in the US market.

This role requires a proven leader with deep experience in IT services sales, a strong network of CXO-level relationships, and the ability to define go-to-market strategies, drive large deals, and grow key accounts.

The ideal candidate will be a hands-on sales leader who can build and scale the business by identifying opportunities, creating long-term value for clients, and collaborating with delivery and practice teams to provide cutting-edge technology solutions.

Key Responsibilities

1. Sales Strategy & Revenue Growth

- Define and execute US sales strategy for Infrastructure, Cloud, and Analytics business units.
- Drive revenue growth by identifying new business opportunities and expanding existing accounts.
- Meet and exceed quarterly and annual sales targets.
- Build a multi-million-dollar sales pipeline aligned with organizational growth goals.

2. Business Development & Market Penetration

- Identify and pursue new logos across mid-market and enterprise customers.
- Lead strategic deal pursuits, large RFPs, and complex solutioning.
- Build strong relationships with CXOs, CTOs, CIOs, and senior decision-makers.
- Drive cross-sell and upsell opportunities within existing accounts in collaboration with account managers.

3. GTM Planning & Partnerships

- Collaborate with marketing and practice leaders to develop go-to-market (GTM) strategies.
- Build alliances with cloud vendors (AWS, Azure, GCP) and analytics platform providers to drive joint sales opportunities.
- Represent the company at industry events, forums, and networking conferences in the US.

4. Solutioning & Proposal Management

- Work closely with presales and delivery teams to design compelling solutions for customers.
- Lead proposal preparation, pricing strategies, and contract negotiations.
- Showcase business value through case studies, POCs, and demos.

5. Leadership & Team Management

- Build and lead a high-performing US sales team, including account executives and hunters.
- Mentor and coach sales teams to improve deal closure rates and strategic selling skills.
- Collaborate with offshore teams for seamless end-to-end delivery alignment.

Key Skills & Competencies

1. Deep understanding of Infrastructure, Cloud, and Analytics services.
2. Proven track record of driving multi-million-dollar IT services sales in the US market.
3. Strong CXO relationship management and networking skills.
4. Expertise in strategic deal shaping and RFP management.
5. Experience with cloud vendor alliances and partnership-driven sales.
6. Exceptional negotiation, communication, and presentation skills.
7. Ability to work in a fast-paced, entrepreneurial environment with a global delivery model.

Qualifications

- Bachelor's degree in Engineering, Computer Science, Business, or related field (MBA preferred).
- 15+ years of IT services sales experience, with at least 5+ years selling into the US market.
- Experience handling large, strategic accounts and complex multi-year deals.
- Strong knowledge of Infra modernization, cloud migration, and advanced analytics solutions.

Performance Metrics

- Revenue Target Achievement: Annual and quarterly targets met/exceeded.
- New Logo Acquisition: Number of net-new customers onboarded.
- Pipeline Development: Size and quality of sales pipeline.
- Account Growth: Expansion of revenue within existing accounts.
- Client Satisfaction: Measured via NPS and relationship strength.