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Head of Sales

2 months ago

mumbai, India FolkServ Full time

Full time role with the client.


Client is looking for an experienced Head of Sales - India, ME & APAC to build and scale their business in these markets. This is the core senior team member position in the company and will be responsible and accountable for rapidly growing business in this region. As Company enters growth phase globally, they are looking for a prudent, hands-on and inspiring leader, who works very closely with the CEO and Delivery leaders in quickly building Client as a world-class and globally recognized organization. The ideal candidate will have proven sales experience, who has successfully built and scaled a technology solution business in India, Middle East, and APAC. Focus should be India to start with.


Role Summary

Provide sales leadership to grow Client's business rapidly and profitably in India, Middle East, and APAC markets. Position the company as a preferred brand in these markets. Develop and deliver on the plan to make Client as a leader in its segment. Build and maintain relations with clients at CXO’s levels and achieve trusted partner status with our clients.


Essential Responsibilities:

  • Grow Client's business rapidly. We are now aiming for over 2x growth year on year for the next 5 years.
  • Grow Client's business profitably. We are aiming at higher profitability compared to larger IT services companies given specialized nature of our solutions and IP enabled rapid and consistent results delivery.
  • Build and lead a high-performance sales team.
  • Lead from the front and own revenue and profitability goals for the self and the team.
  • Build Client as a recognized brand in marketplace, which leads to 50% of the business leads getting generated in a pull model (customer reaching us as against feet on the ground)
  • Build and maintain executive relation with clients at CXO’s levels and achieve trusted partner status with our clients, resulting in significant share of customer wallet on IT spend. Further achieve 40-50% of revenues through repeat, annuity business.
  • Build and maintain relations with alliance partners so that they work as our partners toward mutual success. Add new alliances for delivering better value to our customers and improving business success.
  • Define the sales strategies and keep the team focused on the achievement of sales targets
  • Ensure that the company presence and reputation is maximized with clients
  • Effectively build and optimize long term, sustainable and profitable relationships with clients


Desired Skills & Experience

  • 16-20 years of solutions, IT consulting selling experience in India, ME & APAC, including a deep understanding of technology /IT consulting and solution selling market.
  • A leader, with a track record of consistently delivering very high year-on-year growth.
  • Entrepreneur / Intrapreneur (someone who has delivered revenues for a new line of business from scratch or grown a new business by many folds in a short time)
  • Excellent experience of selling IT services and solutions to large enterprise clients
  • Experience of constructing and selling large deals.
  • Experience of value-based technology solutions selling.
  • Very sound understanding of technology and consultative selling approach
  • Sound understanding of complex enterprise IT environment and issues faced by CIOs in the digital era.
  • Should have sold to all segments in the Indian market - ET 100, Government, Public Sector, Private sector (MNC), Private sector (family owned) and GCC.
  • Should have sold to large customers in Middle East and APAC markets.
  • Should be able to do data backed review, creating “forward” looking predictable metrics.
  • Should be able to conduct Sales reviews and take corrective steps proactively.
  • Should be a “mentor” to the Sales force.
  • Should have a personal connect with CXO’s across sectors and geographies.
  • Should have a “gravitas” to represent the team at the highest level.
  • Should speak at least 3 Indian languages.
  • Should have a demonstrated ability to travel 5 days a week.
  • Should have a demonstrated ability to create product partnerships.
  • Should have contacts with big global SI’s.
  • A sound understanding of customer’s business challenges, relevant technology solutions, can engage a CXO in both business and technical conversations.
  • Pre-sales experience of few years will have an added advantage
  • Excellent communication skills
  • Superior negotiation skills
  • Go getter and results oriented
  • High energy level with ability to work well under pressure
  • Outgoing, sociable and a great networker. Someone who enjoys excellent relations with CIOs of large enterprise customers.
  • Good marketing skills
  • Well versed with CRM like Zoho or Sales Force.

Should have worked for IT services company for at least for a decade.