We are looking for a commercially driven and strategic Associate Director – HR Consulting Sales & Solutioning to lead and grow Kognoz’s Darwinbox consulting and implementation business.

This role is responsible for driving consulting revenue, building enterprise sales pipeline, developing strategic customer relationships, leading solutioning and commercial discussions, and converting opportunities into profitable consulting engagements.

The role will work closely with Darwinbox Sales, Kognoz Consulting, Solution and Delivery teams to convert partner-led opportunities while also developing self-generated business through strategic accounts, networking, referrals and market outreach.

The ideal candidate should have strong experience in enterprise consulting sales, HR technology, HCM/HRMS, SaaS, ERP or digital transformation, with the ability to engage CHROs, CXOs, HR leaders and senior business stakeholders.

Key Responsibilities

- Revenue & Business Development

•Own and drive consulting sales revenue, pipeline and conversion targets.

•Develop and execute account and business development strategies to grow Darwinbox consulting and implementation revenue.

•Build a strong pipeline through Darwinbox-led opportunities as well as self-generated business.

•Identify new accounts, industries and market opportunities for business expansion.

•Drive the complete sales cycle from opportunity qualification to commercial closure.

•Build long-term relationships with customers, partners and key decision-makers.

- Enterprise Sales & Strategic Accounts

•Engage with CHROs, CXOs, HR Heads, Procurement and senior business stakeholders.

•Understand customer business challenges and position Kognoz’s consulting and implementation capabilities accordingly.

•Lead consultative discovery discussions and identify transformation opportunities.

•Drive commercial discussions, pricing, negotiations and deal closures.

•Identify cross-sell, upsell and repeat business opportunities within existing accounts.

•Build strategic customer relationships that generate referrals and recurring business.

- Darwinbox Partner Management

•Work closely with Darwinbox Sales teams to identify and convert implementation and consulting opportunities.

•Build strong relationships with Darwinbox stakeholders and partner ecosystem.





•Drive partner-generated pipeline and improve conversion of implementation opportunities into consulting engagements.

•Explore joint account development and business development opportunities.

- Consulting & Solutioning

•Conduct discovery meetings and consulting workshops to understand customer objectives, HR processes and implementation requirements.

•Translate customer requirements into solution approach, implementation scope and value proposition.

•Define project scope, implementation approach, assumptions, risks, dependencies and timelines.

Lead preparation of SOWs, commercial proposals, implementation roadmaps and effort estimations.

•Collaborate with Consulting, Solution, Product and Delivery teams to develop practical and scalable solutions.

•Present solution approaches, implementation strategy, commercials and value propositions to customer leadership.

- Opportunity & Deal Management

•Lead RFP/RFI responses, proposal submissions, solution presentations and customer discussions.

•Own commercial modelling, pricing inputs, resource estimation and implementation planning.

•Manage customer objections and align business, commercial and delivery expectations.

•Ensure timely and high-quality proposal submissions.

•Drive structured handover of closed opportunities to the Delivery team.

- Team Leadership

•Mentor and guide sales and consulting team members.

•Support the team in opportunity strategy, solution positioning, negotiations and deal closure.

•Review pipeline, forecasts and opportunity progress regularly.

•Drive a high-performance and revenue-focused sales culture.

•Support capability building and hiring as the consulting sales function grows.

- Market Development

•Build market intelligence around HR Technology, Darwinbox, HR transformation and enterprise technology trends.

•Identify emerging customer needs and new consulting opportunities.

•Develop strategic account and industry approaches to expand Kognoz’s market presence.





•Capture customer and market insights to strengthen Kognoz’s consulting and implementation offerings.

Required Skills

•Enterprise B2B Sales

•Consulting / Professional Services Sales

•HR Technology / HCM / HRMS / SaaS Sales

•Consultative Selling

•Strategic Account Management

•CXO Stakeholder Management

•Solution Consulting & Business Consulting

•Commercial Negotiation & Pricing

•Revenue & Pipeline Management

•RFP / RFI & Proposal Management

•Project Scoping & Implementation Planning

•Partner / Ecosystem Management

•Solid Presentation & Communication Skills

•Team Leadership & Mentoring

Preferred Experience

•6–10 years of experience in Enterprise B2B Sales, Consulting Sales, Solution Consulting, Technology Consulting, HR Tech or Enterprise Software Sales.

•Experience selling implementation, consulting, professional services, HR technology or enterprise software solutions.

•Exposure to HRMS, HCM, ERP, SaaS, Digital Transformation or enterprise implementations.

•Proven experience managing enterprise sales cycles and strategic accounts.

•Experience working with CHROs, CXOs, HR Heads, Procurement and senior business stakeholders.

•Demonstrated achievement of revenue and pipeline targets.

•Strong experience in commercial negotiations, proposal creation, pricing and contract discussions.

•Ability to understand business requirements and translate them into solution and commercial proposals.

•Experience mentoring or leading sales/consulting professionals.

•MBA or equivalent postgraduate qualification is preferred.

What Success Looks Like

•Consistent achievement of revenue and pipeline targets.

•Strong growth in Darwinbox implementation and HR consulting revenue.

•Increased contribution from self-generated consulting business.

•Strong relationships with Darwinbox and strategic enterprise customers.

•Higher conversion of qualified opportunities into profitable engagements.

•Growth through cross-sell, upsell, repeat business and referrals.

•High-quality proposals and solution presentations.

•Strong pipeline visibility and sales forecasting.

•Effective collaboration with Darwinbox Sales, Solution and Delivery teams.

•Successful handover of closed opportunities to the implementation team.

📌 Associate Director- Consulting Sales (Gurugram)
🏢 Kognoz
📍 Gurugram