Sales and Business Development

Job Description

Role :
We are looking for an experienced and relationship-driven Sales Executive to Hunt new Logos, manage and grow accounts in the Private Enterprise, GIC / GCC (Global Innovative / Captive Centers) accounts. This role requires a deep understanding of enterprise client needs, especially in the Digital IT services, I4.0 and Engineering & Embedded solutions consulting,  

You will act as a trusted advisor to Enterprise stakeholders, driving account expansion through cross-selling, upselling, and value-based engagement


Key Responsibilities :

• Hunt New Logos: in the Private / Enterprise segment in Bangalore

• Account Ownership: Manage a portfolio of Private Enterprise, GIC/GCC accounts, ensuring strong relationships with key stakeholders including CXOs, delivery heads, procurement, and IT leadership.

• Revenue Growth: Identify and execute upsell and cross-sell opportunities across business units and geographies within each account.

• Customer Success: Maintain high customer satisfaction by ensuring smooth delivery, resolving issues, and aligning solutions with business outcomes.

• Relationship Management: Build multi-threaded relationships within each Account, focusing on strategic engagement and long-term value creation.

• Collaboration: Work closely with delivery, pre-sales, solution architects, and marketing teams to create compelling proposals and presentations.

• Account Planning: Create and maintain strategic account plans with clear goals, stakeholder maps, and revenue forecasts.

• Governance and Reviews: Lead regular QBRs (Quarterly Business Reviews) and executive briefings with clients.

• Market Insight: Stay current on GIC trends, challenges, and shifts in outsourcing or capability center strategies.

Qualifications

Educational qualification:

• Bachelor’s degree in Engineering or MCA 

• MBA or equivalent is a plus

Experience :

• 5 - 8 years in direct enterprise IT sales, account management, or client success roles—preferably in IT / Digital services, consulting, or SaaS companies.

Mandatory/requires Skills :

• Experience: 5 - 8 years in direct enterprise IT sales, account management, or client success roles—preferably in IT / Digital services, consulting, or SaaS companies.

• Stakeholder Engagement: Proven ability to build trust with senior executives and influence decision-makers.

• Sales Acumen: Strong knowledge of sales processes, account farming techniques, and strategic account management.

• Analytical Thinking: Ability to identify growth areas through data analysis and customer insight.

• Communication: Excellent verbal, written, and presentation skills.

• Tools: Familiarity with CRM platforms , MS Office, and virtual sales collaboration tools.

Preferred Skills :

GIC/GCC Experience: Prior experience managing or selling to GICs/GCCs or captive centers will be preferred.

Additional Information

Key Success Metrics

• Revenue growth (YoY) within assigned GIC accounts

• Customer satisfaction (CSAT/NPS)

• Expansion of footprint (number of business units served)

• Account retention and renewal rates

• Number of successful upsell/cross-sell deals