Head - Enterprise Sales - IT - IIM/ISB/FMS/MDI

We are looking for a Sales Leader from a software testing and/or IT services sales background, who will be responsible for driving sales of software testing/QE& QA services. The ideal candidates will promote in the market and will build relationships with clients and partners promoting brand and its offerings and value proposition . The Business Development Head will be expected to carry Annual Sales Target and hit new client logo and revenue targets through proactive sales and market development activities.

Sales Responsibilities:

- Drive New Business Development

- Identify prospects and develop sales strategies to secure new business for QA/testing services

- Develop and manage full sales lifecycle from lead generation, proposal development & presentation to negotiating price and closing clients

- Work with Marketing teams to define and run sales campaigns to generate leads building a well-qualified sales pipeline

- Sell our testing services (Projects, Managed Services, Resource Augmentation) to Enterprise Clients and Start-up and Technology clients in India and Middle East

- Sell Testing Services involving service delivery from offshore locations as well as onsite for Middle East Market

- Lead CIO/IT director/ QA director/Engineering Head level business meetings in prospect organisation

- Act as the primary interface between the company and the customer on all matters including account performance, delivery, billing and negotiation of contract agreements

- Handle daily activities which include client handling, escalations, deliveries and team management

- Ensure consistent Sales Pipeline of 5X against annual target

- Manage the Sales Interface and Interlock with key internal Functions - Delivery, Engineering, Marketing, Resource Management Group

- Map Competition and plan displacement strategy in target customers

- Represent the company at relevant industry conferences and events

- Continuously improve sales outcome, conversions and productivity metrics

- ontinuous improvement of customer relationship management

Desired Skills & Experience:

- 18-20 years of BD experience for Testing Services and/or IT Services with Tier 1 IT Services company and or Pure Play Testing Services Company

- Should have delivered and achieved a min of $7-10 Millions of IT/testing services revenue annually

- Excellent understanding of IT services business in the India and Middle Market with existing client relationships

- Excellent understanding of the India Enterprise markets -specifically BFSI and the venture funded start-up and Tech ecosystem.

- High level understanding of SDLC, end to end QA/Testing, Test Automation and QE services

- Proven experience in developing and selling large deals in the IT space of Consulting, Professional Services, Quality Assurance. Quality Engineering and Software Testing using a global delivery model

- Prior experience of working in offshore outsourcing preferred

- Must have the ability to prospect, qualify, and capture new business opportunities building a properly producing sales pipeline

- Disciplined in sales forecast, maintaining customer relationships and communication with internal stakeholders

- Knowledge of latest trends in the software testing including automation tools, accelerators, market intelligence

- Experience of Selling Sole Sourced and RFP based Deals

- Strong Experience in Relationship Selling and C-Suite Engagement

Job Location: Hyderabad

Reporting Relationship: The role will report into CEO

The person will be responsible for managing the Sales & Sales Ops Team