Enterprise Sales Manager

Designation

General Manager - Sales (Client Partner)

Location:
Jamshedpur

Reports to:
Vice President - Sales

Team Direct Reportees:
Individual Contributor

About the Function

Sales

Purpose of your Role

Drive deep and strategic customer engagement in the assigned set of Enterprise accounts.

This specifies a complete account ownership and responsibility for new order booking (OB) and Revenue, growing into of the account. The requirement is to have deeper penetration within accounts by beating and displacing incumbents where applicable.

This includes improving product penetration ratio (PPR)). The role is responsible to drive achievement of sales targets (OB) through sales planning, prospecting, relationship building, opportunity identification, qualification, deal pursuit and closure within the assigned account sets.

You will will continually seek to increase wallet share within the targeted accounts and meet or exceed the OB and Revenue targets ensuring minimal churn impacts on the overall portfolio.

You will be accountable for

(Key Responsibilities)

Main drivers for success:

Strategic Account Management

• Own and grow relationships with key enterprise clients.
• Develop long-term account plans aligned with client goals and business objectives.
• Act as a trusted advisor to C-level stakeholders.

Sales Strategy & Execution

• Drive enterprise sales cycles from prospecting to closure.
• Collaborate with internal teams to tailor solutions that meet client needs.
• Achieve and exceed revenue targets and KPIs.

Client Relationship Development

• Build deep relationships across client organizations.
• Identify upsell and cross-sell opportunities.
• Ensure high levels of client satisfaction and retention.

Solution Selling

• Understand client challenges and position relevant products/services.
• Lead consultative sales discussions and presentations.
• Customize proposals and negotiate contracts.

Cross-functional Collaboration

• Work closely with product, marketing, legal, and delivery teams.
• Ensure seamless onboarding and implementation of solutions.
• Provide feedback to internal teams to improve offerings.

Market & Industry Insight

• Stay updated on industry trends and competitive landscape.
• Share insights with clients to help them stay ahead.
• Represent the company at industry events and conferences.

Behaviours to display

• Strategic Thinking
  : Ability to align technology strategies with business objectives and future trends.
• Collaboration & Influence:
  Strong stakeholder management and ability to work cross-functionally.
• Agility & Adaptability
  : Ability to navigate change, embrace new challenges, and pivot strategies as needed.
• Results-Driven Approach
  : Focused on achieving business outcomes, efficiency, and scalability.
• People Leadership
  : Inspiring and developing high-performing teams through mentorship and empowerment.
• Customer-Centricity:
  Understanding customer needs and leveraging technology to enhance user experiences.
• Execution Excellence
  : Strong project management, execution skills, and ability to deliver within deadlines.

(Qualification and exp)

Minimum qualification & experience

Bachelors and/or equivalent experience. MBA or eqivalent preferred. Minimum 15 years of enterprise sales experience. Should have worked with technology services companies (telecom, SI, software, cloud services, Digital Services) in account management role.

Technical Competencies

Any Technical Sales Certification in Cloud , Hosting , Security , UCC & Managed Services would be preffered . Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management like accreditions would be an added advantage .

Desired Skill sets

• Has significant experience (~15 years) in managing Enterprise accounts
• Extensive experience in building executive relationships with key customer stakeholders
• Expertise in drafting a Go to market plan/ customer acquisition strategy
• Preferable Industry : SI or Telecom or Technology.