Job Description

Job Description – Director of Sales

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Position Title: Director of Sales

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Experience Required: 15+ years in IT services business development and account growth

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Domain Focus: Infrastructure, Cloud, and Analytics

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Role Overview

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We are seeking a dynamic and strategic Director of Sales to drive growth across Infrastructure, Cloud, and Analytics services in the US market.

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This role requires a proven leader with deep experience in IT services sales, a strong network of CXO-level relationships, and the ability to define go-to-market strategies, drive large deals, and grow key accounts.

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The ideal candidate will be a hands-on sales leader who can build and scale the business by identifying opportunities, creating long-term value for clients, and collaborating with delivery and practice teams to provide cutting-edge technology solutions.

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Responsibilities:

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Sales Strategy & Revenue Growth

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- Define and execute US sales strategy for Infrastructure, Cloud, and Analytics business units.
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- Drive revenue growth by identifying new business opportunities and expanding existing account.
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- Meet and exceed quarterly and annual sales targets.
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- Build a multi-million-dollar sales pipeline aligned with organizational growth goals.
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Business Development & Market Penetration

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- Identify and pursue new logos across mid-market and enterprise customers.
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- Lead strategic deal pursuits, large RFPs, and complex solutioning.
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- Build strong relationships with CXOs, CTOs, CIOs, and senior decision-makers.
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- Drive cross-sell and upsell opportunities within existing accounts in collaboration with account managers.
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GTM Planning & Partnerships

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- Collaborate with marketing and practice leaders to develop go-to-market (GTM) strategies.
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- Build alliances with cloud vendors (AWS, Azure, GCP) and analytics platform providers to drive joint sales opportunities.
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- Represent the company at industry events, forums, and networking conferences in the US.
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Solutioning & Proposal Management

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- Work closely with presales and delivery teams to design compelling solutions for customers.
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- Lead proposal preparation, pricing strategies, and contract negotiations.
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- Showcase business value through case studies, POCs, and demos.
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Leadership & Team Management

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- Build and lead a high-performing US sales team, including account executives and hunters.
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- Mentor and coach sales teams to improve deal closure rates and strategic selling skills.
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- Collaborate with offshore teams for seamless end-to-end delivery alignment.
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Qualifications

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- Bachelor's degree in Engineering, Computer Science, Business, or related field (MBA preferred).
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- 15+ years of IT services sales experience, with at least 5+ years selling into the US market.
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- Experience handling large, strategic accounts and complex multi-year deals.
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- Strong knowledge of Infra modernization, cloud migration, and advanced analytics solutions.
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Key Skills & Competencies

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- Deep understanding of Infrastructure, Cloud, and Analytics services.
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- Proven track record of driving multi-million-dollar IT services sales in the US market.
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- Strong CXO relationship management and networking skills.
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- Expertise in strategic deal shaping and RFP management.
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- Experience with cloud vendor alliances and partnership-driven sales.
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- Exceptional negotiation, communication, and presentation skills.
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- Ability to work in a fast-paced, entrepreneurial environment with a global delivery model.
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Performance Metrics

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- Revenue Target Achievement: Annual and quarterly targets met/exceeded.
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- New Logo Acquisition: Number of net-recent customers onboarded.
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- Pipeline Development: Size and quality of sales pipeline.
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- Account Growth: Expansion of revenue within existing accounts.
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- Client Satisfaction: Measured via NPS and relationship strength.
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📌 Sales Director (Bengaluru)
🏢 TRUGlobal
📍 Bengaluru