Sales Manager

Role:  Senior Enterprise Sales Manager/Associate Director – Cloud, Managed Services/ SaaS (AI)

Location:

Mumbai and Chennai

Employment type:

(Mumbai - Work from home), (Chennai - Work from office)
Budget:  Upto 30 LPA

Role Overview (India Market):
This is a pure new-logo hunting role covering enterprise and upper mid-market customers across India. The role requires demonstrated success in selling multi-cloud migration, modernization, and managed services, along with SaaS / AI-led solutions. The candidate must be able to navigate long,
multi-stakeholder Indian enterprise buying cycles, influence CXO decision groups, manage RFP driven pursuits, and convert high-value deals through a consultative selling approach.

Key Responsibilities:

Identify, research, and prospect new enterprise accounts across India across sectors such as BFSI, Healthcare, Manufacturing, Retail, Technology, and GCCs/Captives.
Build strong relationships with CIOs, CTOs, CDOs, CISOs, Cloud/IT Heads, Procurement, Finance, and Business Sponsors.
Drive structured discovery through deep questioning, requirement gathering, pain-point analysis, and business case validation.
Develop account entry strategies, stakeholder maps, pursuit plans, and internal champions/evangelists to influence decision cycles.
Coordinate with solution architects to design customized multi-cloud migration, modernization, security, Fin Ops, and managed services proposals.
Position value around cost optimization, scalability, compliance, automation, availability, and risk reduction outcomes.
Sell across AWS / Azure / GCP migrations, modernization, cloud resell/consumption programs, managed services, Dev Ops, governance/security, and Fin Ops offerings.
Lead SaaS discovery conversations for Docu Genie AI covering document intelligence, workflow automation, and AI-enabled business processes (AI selling exposure is a strong advantage).
Manage the complete sales lifecycle — prospecting, qualification, solutioning, proposal, pricing/commercials, negotiation, and closure.
Navigate Indian enterprise procurement processes, vendor empanelment, budgeting cycles, Info Sec reviews, legal/commercial negotiations, and audit/governance checkpoints.
Respond to and influence RFPs/RFIs, tender processes, bid defense presentations, and techno-commercial submissions.
Maintain strong pipeline hygiene, forecasting accuracy, CRM discipline, and governance across pursuits.
Demonstrate persistence, patience, and strategic navigation in long sales cycles to secure multi-year engagements and recurring revenue deals.

Required Experience &

Qualifications:

6–12+ years of experience in enterprise IT / cloud services sales in India, with strong exposure to:
○ Multi-cloud services (AWS/Azure/GCP), migration & modernization programs
○ Managed services / cloud operations / Fin Ops / cloud consulting
○ SaaS or subscription-based product sales (AI exposure preferred)
Proven track record in pure hunting / new logo acquisition in the India market.
Demonstrated success handling complex, multi-stakeholder, RFP-driven enterprise deal cycles.
Experience selling to CXO and senior leadership across IT, Digital, Security, and Business functions.
Strong understanding of India-specific procurement, compliance, commercials, MSP/resell models, and contracting processes.
Excellent communication, negotiation, objection-handling, and executive presentation skills.

Core Competencies
Enterprise consultative selling & discovery excellence
Strategic account penetration and stakeholder mapping
Ability to influence and build internal champions/evangelists
Value-based selling, ROI/TCO articulation, and competitive positioning
High ownership, resilience, and performance accountability

Success Metrics (KPIs)
New logo wins
Multi-year managed services contract closures
Pipeline quality, coverage, and conversion ratios
Win-rate in competitive & RFP-led pursuits
SaaS/AI product adoption and account expansion