Senior Sales Manager Digital Transformation Solutions

Senior Sales Manager Digital Transformation Solutions

Position Overview

We are seeking an experienced and high-performing Senior Sales Manager Digital Transformation & Enterprise

Solutions to drive revenue growth, new customer acquisition and strategic account development across enterprise

and government customers.

The ideal candidate will be a B.E./B.Tech + MBA professional with 15+ years of IT sales experience, with a strong

track record in selling enterprise software, IT solutions and services. The candidate should have demonstrated

experience in Digital Transformation, Cloud, AI/ML, Cyber Security, Data & Analytics, Information Management,

Enterprise Applications and IT Infrastructure.

The role combines strategic business development, enterprise solution selling, large deal pursuit, strategic account

management and sales-team leadership. The individual will manage and mentor a team of Account Managers while

personally engaging in strategic accounts, CXO relationships and large transformational opportunities.

Key Responsibilities

1. Sales & Business Development

• Own and deliver assigned revenue, gross margin and new business targets.
• Develop and execute sales strategies and business plans for Digital Transformation and Enterprise

Solutions.

• Drive new customer acquisition / new logo hunting as well as growth within existing strategic accounts.
• Build, qualify and manage a strong sales pipeline across short-, medium- and long-term opportunities.
• Lead the complete sales cycle from prospecting and opportunity qualification through solution positioning,

negotiation and closure.

• Personally lead and participate in strategic and large-value opportunities.
• Identify new markets, accounts, business opportunities and technology-led transformation initiatives.
• Develop strong relationships with enterprise customers and senior decision-makers.

2. Digital Transformation & Solution Selling

Drive consultative and outcome-based selling across a broad portfolio including: Cloud: SaaS, PaaS & IaaS, AI / ML

and IoT, Cyber Security, Data, Analytics & Big Data, Information Management, Mobility Solutions, Marketing

Automation, Collaboration Solutions, IT Service Management / Business Service Management, Application

Performance Management, Enterprise Content Management, IT Infrastructure Management and Digital

Transformation consulting, implementation and managed services

The candidate should be able to understand customer business challenges and translate them into compelling

technology solutions and measurable business outcomes.

3. Strategic Account Management

• Develop and execute strategic account plans for key customers.
• Build trusted relationships with CXOs, CIOs, CTOs, CISOs, CEOs, business heads and other senior

stakeholders.

• Identify whitespace, cross-sell and up-sell opportunities within existing accounts.
• • Increase account penetration and customer share of wallet.
• • Understand customer technology roadmaps, transformation priorities, budgets and procurement cycles.
• • Establish strong multi-level relationships to protect and grow strategic accounts.
• 4. Sales Team Leadership & Development
• • Lead, manage and mentor a team of Account Managers.
• • Set annual, quarterly and monthly objectives aligned with overall business targets.
• • Guide Account Managers in developing account plans, pipeline and opportunity strategies.
• • Conduct regular pipeline, funnel, forecast and account reviews.
• • Coach the team on opportunity qualification, stakeholder mapping, solution positioning, competitive strategy
• and deal closure.
• • Accompany Account Managers on strategic customer meetings and large deal pursuits.
• • Monitor individual and team performance against revenue, margin, pipeline and new-customer targets.
• • Identify performance gaps and provide continuous coaching and corrective guidance.
• • Build a high-performance, accountable and customer-centric sales culture.
• • Develop sales talent through regular coaching, joint customer engagements and structured performance
• reviews.
• 5. Large Deal & Proposal Management
• • Lead strategic RFP/RFQ/tender and large deal pursuits.
• • Coordinate with Presales, Delivery, Finance, Legal and OEMs/ Technology partners to develop winning
• propositions.
• • Lead customer presentations, negotiations and commercial closure.
• • Ensure appropriate balance between revenue, profitability, contractual risk and strategic value.
• 6. Pipeline, Forecasting & Sales Governance
• • Establish strong sales discipline and maintain accurate CRM data.
• • Ensure adequate and high-quality pipeline coverage against targets.
• • Conduct weekly pipeline and opportunity reviews and monthly/quarterly business reviews.
• • Provide accurate sales forecasts and clearly identify risks to target achievement.
• • Develop closure plans for strategic opportunities.
• • Track sales performance, conversion ratios, pipeline velocity and account growth.
• 7. Channels, OEMs & Alliances
• • Develop and manage relationships with OEMs and Technology partners.
• • Leverage partner ecosystems to create differentiated customer propositions and accelerate revenue growth.
• Industry Experience
• Experience in selling enterprise technology solutions across one or more of the following sectors:
• Banking | Insurance | Financial Services | Oil and Gas | Utilities | Government | Defense
• Experience with large enterprises and complex government/public-sector sales environments will be an advantage.
• Qualification & Experience
• • B.E./B.Tech + MBA in Sales/Marketing
• • 15+ years of experience in IT / Enterprise Technology Sales.
• • Proven experience in selling IT products, software, solutions and services.
• • Demonstrated track record of achieving/exceeding sales targets.
• • Prior experience managing and developing a team of Account Managers / Sales Managers.
• • Experience in large, complex, multi-stakeholder enterprise sales cycles.
• • Strong understanding of Digital Transformation and emerging enterprise technologies.
• • Strong business acumen, commercial orientation and executive presence.
• Key Performance Indicators
• Performance will be measured against:
• • Revenue & Gross Margin Achievement
• • New Customer / New Logo Acquisition
• • Qualified Pipeline & Pipeline Coverage
• • Strategic Account Growth
• • Large Deal Closures
• • Cross-Sell & Up-Sell Revenue
• • Sales Forecast Accuracy
• • Account Manager / Team Performance
• • Customer Relationship & Account Penetration
• Ideal Candidate
• The ideal candidate is a strategic sales leader, strong hunter and consultative technology seller who can personally
• originate and close major opportunities while building a high-performing Account Management team.
• The individual should demonstrate the ability to Create Qualify Shape Influence Negotiate Close
• Grow enterprise technology opportunities and consistently translate Digital Transformation opportunities into
• profitable revenue growth.
• Reporting to: Business Unit Head
• Location: Muscat
• Travel: 10%