A Practice Sales professional is responsible for driving revenue growth for the Salesforce practice by winning new business and expanding existing accounts through solution-led selling.
Role Overview
The Practice Sales professional owns the end-to-end sales cycle for a defined service line, aligning client business needs with the organisation’s capabilities to generate profitable growth.
Key Responsibilities
1. Business Development & Revenue Ownership
- Identify and pursue new business opportunities in target accounts and industries along with Geo sales teams
- Build and manage a solid sales pipeline and forecast
- Own revenue targets and drive bookings for the practice
2. Client Engagement & Solution Selling
- Understand client business problems and translate them into IT solutions
- Lead discovery discussions, workshops, and solution positioning
- Craft tailored value propositions and proposals
3. Opportunity Lifecycle Management
- Manage the full sales lifecycle:
- Lead generation
- Qualification
- Solutioning along with practice/domain teams
- Proposal & contract negotiation
- Closure
4. Collaboration with Delivery & Practice Teams
- Work closely with solution architects, consultants,
and practice delivery teams to build winning solutions
- Ensure alignment between sales commitments and delivery capability
5. Account Growth & Relationship Management
- Build CXO-level relationships with key stakeholders
- Drive up-sell and cross-sell within existing practice accounts
- Act as a trusted advisor to clients
6. Market & Practice Development
- Track market trends, competitors, and emerging technologies
- Contribute to go-to-market (GTM) strategy for the practice
- Position differentiated offerings in the market
7. Pre-sales & RFP Support
- Lead or support large deal pursuits, RFP responses, and presentations
- Create solution proposals along with practice presales, pricing models, and win strategies
Key Skills Required
- Strong consultative selling and negotiation skills
- Good understanding of IT services and relevant technology stacks
- Stakeholder management (especially senior executives)
- Ability to translate business problems into IT solutions
- Financial acumen (pricing, margins, deal structuring)
KPI / Success Metrics
- Revenue vs target
- Pipeline size and conversion rate
- Deal win ratio
- Account growth
- Margin contribution
📌 AD/Director Salesforce (Bengaluru)
🏢 Right Advisors
📍 Bengaluru
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