Job Description

Function: Enterprise Sales and Strategic Accounts

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Location: Ahmedabad, Gujarat

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Travel: Frequent travel across India

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Reporting To: Business Head

Role Overview n

Arix Energix Limited is seeking an experienced enterprise sales professional to lead the acquisition of large, multi-plant industrial customers for its Enterprise Maintenance, Reliability and Asset Intelligence Platform.

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The role will focus on corporate-led sales to asset-intensive organisations across cement, metals, mining, power, chemicals, oil and gas, infrastructure and large manufacturing sectors.

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The selected candidate will be responsible for developing strategic accounts, engaging senior corporate stakeholders, building enterprise transformation opportunities and converting them into multi-plant deployments.

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This is a hands-on individual-contributor role requiring strong new-business development, executive engagement and enterprise deal-closure capabilities.

Key Responsibilities n

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- Identify and develop strategic accounts across asset-intensive industries.
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- Build relationships with Corporate Maintenance Heads, Corporate Engineering Heads, COOs, CIOs, Chief Digital Officers and Manufacturing Excellence leaders.
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- Position the platform as an enterprise-wide maintenance, reliability and asset-intelligence solution.
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- Create opportunities through account research, industry relationships, outbound engagement, referrals and ecosystem partners.
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- Conduct corporate-level discovery meetings to understand maintenance, reliability, standardisation and digital-transformation priorities.
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- Develop account-specific value propositions, business cases and executive presentations.
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- Lead enterprise sales cycles from initial engagement through discovery, solution presentation, technical evaluation, commercial negotiation and contract closure.
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- Coordinate with domain, pre-sales, product, implementation and management teams throughout the sales process.
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- Structure enterprise blueprint, lighthouse-plant and phased multi-plant rollout opportunities.
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- Prevent lighthouse implementations from becoming isolated plant-level pilots.
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- Engage plant leadership to validate operational requirements while maintaining corporate ownership of the programme.
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- Navigate IT architecture, SAP integration, cybersecurity, procurement, legal and commercial approval processes.
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- Manage RFPs, RFIs, technical proposals, commercial submissions and contract negotiations.
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- Develop partnerships with SAP service providers, industrial automation companies, consultants and system integrators.
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- Maintain accurate account plans,



opportunity pipelines, forecasts and follow-up records.
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- Meet annual order-booking, revenue and strategic-account development targets.
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- Represent the company at industrial conferences, customer forums and relevant industry associations.
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- Provide structured market feedback to the product and leadership teams.

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Target Stakeholders n

The candidate should be capable of engaging:

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- Chief Operating Officers
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- Chief Manufacturing Officers
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- Corporate Maintenance Heads
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- Corporate Engineering and Technical Heads
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- Reliability and Asset Performance Heads
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- Manufacturing Excellence and Operational Excellence Heads
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- Digital Manufacturing and Industry 4.0 Heads
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- Chief Information Officers and Chief Digital Officers
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- Enterprise Applications and SAP Centre of Excellence Heads
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- Plant Heads and Plant Maintenance Heads
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- Procurement and commercial leadership

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Required Experience n

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- 10–15 years of experience in enterprise B2B technology or industrial-solution sales.
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- Minimum 6–8 years of relevant experience selling to manufacturing or asset-intensive industries.
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- Demonstrated experience in enterprise, corporate or multi-location sales.
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- Proven ability to originate and close current accounts rather than only manage inherited customers.
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- Experience handling complex sales cycles involving business, IT, procurement, legal and plant stakeholders.
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- Experience selling solutions with deal values of ₹1 crore or above.
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- Exposure to sales cycles ranging from approximately 9–18 months.
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- Experience preparing business cases, proposals, executive presentations and commercial submissions.
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- Willingness to travel extensively across India.

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Preferred Domain Exposure n

Experience in one or more of the following areas is strongly preferred:

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- Enterprise Asset Management
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- Computerised Maintenance Management Systems
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- SAP PM or SAP EAM
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- Asset Performance Management
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- Manufacturing Execution Systems
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- Industrial IoT
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- Predictive and condition-based maintenance
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- Digital manufacturing
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- Industry 4.0 platforms
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- Reliability engineering solutions
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- Plant automation software
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- Connected-worker platforms
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- Digital twins
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- Industrial analytics

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Domain Understanding n

The candidate should understand, or be able to quickly develop a working understanding of:

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- Preventive and corrective maintenance
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- Breakdown and work-order management
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- Asset hierarchy and equipment master data
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- MTBF, MTTR, availability and maintenance compliance
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- Reliability-centred maintenance
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- Root-cause analysis and FMEA
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- Shutdown and turnaround management
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- Inspection and condition-monitoring processes
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- Permit-to-work and maintenance safety workflows
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- SAP PM and shop-floor execution gaps
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- IoT, SCADA and industrial-system integrations
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- Mobile and offline maintenance execution
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- Corporate maintenance governance and cross-plant benchmarking
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- Predictive maintenance and AI-led asset intelligence

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Ideal Candidate Profile n

The ideal candidate will be:

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- A strong new-business hunter with an established industrial network.
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- Comfortable engaging senior corporate and CXO-level stakeholders.
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- Capable of independently opening and developing named strategic accounts.
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- Experienced in selling enterprise transformation rather than standalone software licences.
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- Commercially strong and confident in complex negotiations.
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- Able to communicate business value beyond product features.
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- Disciplined in account planning, forecasting and CRM management.
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- Comfortable working in an entrepreneurial and evolving business environment.
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- Willing to personally prospect, travel, present, negotiate and close.
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- Effective at working closely with founders, domain experts and technical teams.

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Educational Qualification n

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- Bachelor’s degree in Mechanical, Electrical, Instrumentation, Industrial, Production or related Engineering discipline; or
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- MBA or equivalent qualification with relevant industrial-technology sales experience.
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Relevant experience and demonstrated enterprise-sales performance will carry greater weight than academic qualifications.

Success Measures n

Success in this role will be measured through:

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- Strategic accounts opened and developed.
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- Qualified corporate opportunities generated.
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- Executive-level customer engagements conducted.
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- Enterprise assessments or lighthouse mandates secured.
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- Multi-plant proposals submitted.
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- Order bookings and revenue achieved.
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- New enterprise customers acquired.
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- Expansion of lighthouse deployments into additional plants.
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- Accuracy of pipeline forecasting and account planning.
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- Development of strategic partnerships and referral channels.
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📌 Enterprise Sales Lead - Industrial Digital Transformation (India)
🏢 Arix Energix Limited (formerly Jupiter Infomedia
📍 India