Director - Sales - IT

About the Role: We are looking for an experienced and highly driven Business Head / Sales Head to lead the India business growth function with responsibility for new business acquisition, end-to-end sales, team leadership, strategic account development and revenue growth. The role requires a proven sales leader with strong industry connections, particularly across FinTech / GCC / mid-to-large enterprise organizations, who can independently acquire new logos while building and leading a high-performing sales organization. The Business Head will own both individual and team revenue targets, build a sustainable sales pipeline, develop strategic partnerships and work closely with Pre-Sales, Delivery and Business Development teams to drive profitable growth. Key Business Targets: - Individual Revenue Target: 4 Crore - Team Revenue Target: 15 Crore - Growth Objective: Grow the business portfolio by 3X over the next 4 years - Order Booking: Proven ability to independently and through the team acquire new logos and close significant enterprise deals. Key Responsibilities: Business Growth & New Logo Acquisition: - Own and drive the end-to-end sales process for the India market. - Independently acquire new logos as well as lead the team in new customer acquisition. - Identify, qualify and convert high-value business opportunities. - Leverage existing industry relationships and professional networks to generate new business. - Develop and execute strategies to achieve individual and team revenue targets. - Identify target FinTech firms, GCCs and enterprise organizations and define relevant customer personas. - Build a strong and sustainable sales pipeline for both individual and team performance. Sales Leadership & Team Management: - Build, develop and lead a high-performing sales organization. - Lead and mentor a team of 5+ sales professionals. - Set sales targets, review performance and drive accountability. - Conduct periodic sales reviews covering pipeline, opportunities, conversions, order booking and revenue. - Develop sales capabilities, processes and best practices across the team. - Manage and guide the Inside Sales and Business Development teams to generate qualified leads and opportunities for the India market. Enterprise Sales & Account Management: - Identify opportunities and personally drive strategic deals through closure. - Build relationships with key customer stakeholders and decision-makers. - Understand customer business challenges and position relevant solutions. - Develop account plans following deal closure to maximize account mining and expansion opportunities. - Review and guide account plans developed by existing account teams. - Drive cross-selling, upselling and expansion within strategic accounts. - Manage the complete sales cycle from lead generation, discovery, solutioning, proposal, negotiation, contracting, closure and account mining. Solution & Pre-Sales Collaboration: - Develop a strong understanding of the organization's offerings, USPs, products and services. - Clearly articulate solution capabilities, benefits, differentiators and pricing to prospects. - Work closely with Pre-Sales and Delivery teams to develop proposals and solutions. - Drive client meetings, presentations, solution discussions and commercial negotiations. - Ensure customer requirements are effectively translated into compelling technology solutions. Commercial & Deal Management: - Own contracting, commercial discussions, pricing and rate negotiations. - Manage deal economics and account margins for the India business. - Ensure commercially viable and profitable deal structures. - Track deal performance and profitability throughout the sales lifecycle. - Maintain accurate sales and opportunity information through CRM systems. Market Development & Partnerships: - Represent the organization at key industry conferences, events and forums. - Build relationships with industry leaders and potential strategic partners. - Identify and develop partnerships that can accelerate market penetration and business growth. - Leverage industry networks to create new business opportunities. - Develop market-development initiatives across relevant industry segments. Required Skills & Experience: - 12 - 15 years of experience in Sales, Business Development, Enterprise Sales or Business Leadership. - Proven track record of achieving sales targets while leading a team of 5+ sales professionals. - Demonstrated 10 Crore+ order-booking experience. - Proven experience winning large enterprise deals, particularly with organizations having USD 100M+ revenue. - Experience closing individual deals of USD 250K+ / approximately 2 Crore+. - Strong experience selling IT Services / IT Products in the Indian market. - Strong exposure to FinTech / GCC / enterprise technology environments. - Experience managing the complete IT services sales lifecycle. - Strong understanding of enterprise sales processes and account development. - Ability to understand and communicate technology offerings, features, benefits, USPs and pricing. - Strong understanding of QA processes, tools and Quality Engineering. - Experience working with mid-to-large-sized organizations. - Expert-level familiarity with CRM systems and sales processes. - Strong proficiency in MS Excel, PowerPoint and Word. - Experience in proposal development and pricing. - Excellent client-facing and presentation skills. - Excellent verbal and written communication skills. Preferred Domain Experience: - FinTech / Financial Services - GCCs - Enterprise Technology - IT Services - IT Products - Quality Engineering - Software Testing / QA Core Competencies: - New Business Acquisition - Enterprise Sales - Sales Leadership - Revenue Growth - New Logo Acquisition - Strategic Account Management - Account Mining - Pipeline Management - Large Deal Closure - Contract Negotiation - Pricing & Commercial Management - Partnership Development - Sales Team Building - Client Relationship Management - IT Services Sales - FinTech / GCC Sales Ideal Candidate Profile: The ideal candidate is a senior enterprise sales leader who combines strong individual selling capability with proven experience building and managing sales teams. They should have the network, commercial acumen and execution capability to acquire new enterprise logos, close 2 Cr+ deals, build a 15 Cr+ team business and scale the portfolio significantly over the next four years. Core Profile: Enterprise Sales, New Logo Acquisition, FinTech/GCC, Large Deals, Team Leadership, Account Mining, IT Services, Business Growth