Account Manager - Enterprise Sales - IT

Job Description: Enterprise Sales Manager (Hunter Role)

Location: Gurugram, Haryana

Experience: 7 years - 12 Years

Employment Type: Full-Time

Position Overview:

We are seeking a highly driven and results-oriented Enterprise Sales Manager with a strong Hunter mindset to drive new business acquisition and expand our enterprise customer base. The ideal candidate will have extensive experience in enterprise/B2B sales, a proven track record of exceeding revenue targets, and the ability to build relationships with senior decision-makers across large organizations. This role requires an individual who thrives in a fast-paced environment, is passionate about winning new business, and can independently manage the entire sales lifecycle from prospecting to closure.

Key Responsibilities:

New Business Development (Hunter Sales):

- Identify, target, and acquire new enterprise customers across assigned industries and territories.

- Build and maintain a robust pipeline through proactive prospecting, networking, referrals, market intelligence, and outbound sales activities.

- Develop account penetration strategies to engage key stakeholders and decision-makers.

- Drive end-to-end sales cycles including lead generation, qualification, solution positioning, proposal development, negotiation, and contract closure.

Enterprise Account Acquisition:

- Engage with CXOs, Business Heads, HR Leaders, IT Leaders, Procurement Teams, and other key stakeholders.

- Understand customer business challenges and position solutions aligned to their strategic objectives.

- Develop compelling business cases and value propositions to influence buying decisions.

Revenue & Growth Management:

- Achieve and exceed quarterly and annual sales targets.

- Drive predictable revenue growth through disciplined pipeline management.

- Maintain accurate forecasting and sales reporting through CRM systems.

Strategic Sales Planning:

- Analyze market trends, competitor activities, and customer requirements to identify growth opportunities.

- Collaborate with internal teams including Pre-Sales, Delivery, Marketing, and Leadership to develop winning sales strategies.

- Participate in RFPs, RFIs, and large enterprise bid management processes.

Relationship Management:

- Build long-term relationships with enterprise customers and key stakeholders.

- Ensure seamless transition from sales to delivery teams post-deal closure.

- Act as a trusted advisor to customers throughout the engagement lifecycle.

Required Qualifications:

Education:

- Bachelor's Degree in Business, Engineering, Technology, Marketing, or a related field.

- MBA preferred.

Experience:

- 7-12 years of experience in Enterprise/B2B Sales.

- Minimum 5+ years of experience in hunting and acquiring new enterprise accounts.

- Demonstrated success in selling complex solutions, consulting services, technology services, staffing solutions, SaaS, or digital transformation offerings.

- Consistent track record of achieving or exceeding sales quotas.

Required Skills & Competencies:

Sales Excellence:

- Enterprise Sales, Consultative Selling, Solution Selling, Strategic Account Planning, Contract Negotiation, Deal Closure.

Business Development:

- New Logo Acquisition, Lead Generation, Territory Management, Pipeline Development, Revenue Forecasting.

Stakeholder Management:

- CXO Engagement, Executive Presentations, Relationship Building, Cross-functional Collaboration.

Tools & Platforms:

- CRM Platforms (Salesforce, HubSpot, Zoho, Microsoft Dynamics, etc.), MS Excel, PowerPoint, and Sales Analytics Tools.

Preferred Industry Background:

- Candidates from the following industries will be preferred: IT Services, Technology Consulting, Cloud Services, SaaS, Business Consulting.

Key Performance Indicators (KPIs):

- New Logo Acquisition: As per annual plan.

- Revenue Achievement: 100%+ of quota.

- Qualified Pipeline Coverage: 3X - 4X of target.

- Enterprise Meetings: Monthly target.

- Proposal Conversions: As defined.

- Forecast Accuracy: 90%+.

What Success Looks Like:

- Consistently exceeds revenue and new business acquisition targets.

- Builds a strong enterprise customer portfolio.

- Creates a sustainable pipeline of qualified opportunities.

- Develops strategic relationships with senior business leaders.

- Contributes significantly to the organization's growth agenda through new customer acquisition.

Role Type: Individual Contributor (Hunter Sales) with potential to grow into a leadership position based on performance.