Vice President — Sales (Cloud), India

Title: Vice President — Sales, Cloud (India)

Location: India — Delhi NCR / Mumbai / Bengaluru, with national travel

Reports to: Founder / CEO

Type: Full-time, individual contributor with a mandate to build a team from year two

Function: Current business origination — hunting, not account management

What you will own

Origination.: Build a named-account plan for India and open those accounts yourself — cold, through your network, through partners, through tenders. Pipeline creation is the job, not a phase of it.

Large deals from scratch. Take a first conversation to a signed multi-crore, multi-year contract.

Shape the requirement before the RFP is written; where an RFP already exists, influence its terms.

Executive access. Sell at CIO / CTO / Head of Infrastructure / CFO level, and hold your own in the room with their architects.

Commercial construction. Build the commercial model with us — pricing, consumption terms, SLAs,

payment milestones, exit clauses. You are expected to have a view, not to forward a rate card.

The bid machine . Own qualification, bid/no-bid discipline and win strategy across tenders,

GeM bids and enterprise RFPs. Say no early and loudly to the ones we cannot win.

Partner-led reach. Recruit and activate system integrators, OEMs and channel partners where they shorten the path to a deal — and know when a partner is a route to market versus a layer of margin.

Market feedback . Bring the market back into the product. What we lost on, and why, is as valuable to us as what you closed.

Deal profile you will work

Target segments: Enterprises, BFSI, telcos, data-centre and hosting operators, PSUs and government, large SIs

Typical deal size: ₹3–50 Cr TCV, multi-year

Sales cycle: 6–18 months,



multi-stakeholder, technical evaluation plus procurement

Buying motions : Direct enterprise, tender/GeM, partner-led, OEM co-sell

What is being sold: Cloud platform, sovereign and private cloud builds, storage, AI/GPU infrastructure, managed services

Who we are looking for

- 12+ years in enterprise technology sales in India, with a substantial part in cloud, data centre,

virtualisation, storage or infrastructure software.
- Demonstrable record of self-originated deals above ₹5 Cr — you can name the account, describe

how the first meeting happened, and explain how it closed.
- Comfortable selling infrastructure to technical buyers. You do not need to be an engineer, but you

must be able to hold a conversation about compute, storage, networking, availability and migration without reaching for a specialist.
- An active, current network of CXO relationships in Indian enterprises or government.
- Experience with Indian public-sector procurement — tenders, GeM, EMD, technical qualification criteria.
- Startup or challenger-brand tolerance. You will sell against brands the buyer already knows, and you

will sometimes be the reason they take the meeting.

Strong signals

- Built a territory or a business line from zero.
- Sold both a platform and a managed service, and understands why the second changes the conversation.
- Existing relationships with SIs, DC operators or telcos in India.
- Has lost large deals and can talk about them honestly.

Compensation

- Fixed plus variable, weighted toward variable, uncapped on overachievement.
- Accelerators above target, and a bonus on the first two logos regardless of size.
- ESOP for the right candidate.
- Specific range discussed in the first conversation and set against experience and the plan you bring.

📌 Vice President - Sales (Cloud) (New Delhi)
🏢 Xloud Technologies
📍 New Delhi