Sales Lead- Enterprise
Share
Job Location:
Monthly Salary:
Posted on:
10 hours ago
Vacancies:
1 Vacancy
Job Summary
Job Title : Sales lead- enterprise
Experience : 6 years
Location: Bangalore
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 3–5x 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
.
Reporting
Reports to Head of Sales; collaborates closely with Solution Architecture Delivery Alliances and Marketing.
Required Skills:
Sales Leadership Cloud AWS Azure GCP Sales execution GTM Executive Selling Net-new logo acquisition Large enterprise accounts CXO-level selling Cloud services sales Cloud migration Security & DevOps sales ARR / bookings ownership Pipeline management
Key Skills
- SAP BusinessObjects
- Enterprise Architecture
- Hybris
- SAP HANA
- SAP
- TOGAF
- Solution Architecture
- Cloud Architecture
- SAP BW 4HANA
- Salesforce
- SAP S/4HANA
- SAP ERP
