Job Title: Head of Sales / Head of Business Development

Domain: Enterprise Software Solutions & IT Services
Geography: North America & Middle East
Location: Hyderabad
Experience: 1520 Years
Company Profile: Mid-sized IT Services / Software Organization

Role Overview

We are looking for an experienced and entrepreneurial Head of Sales / Head of Business Development to lead the company's sales and business development function across North America and the Middle East.

The role will have end-to-end ownership of revenue growth, pipeline development, new client acquisition, strategic accounts, sales strategy, and business development operations. The ideal candidate should have a proven track record of building and scaling IT services business for a mid-sized organization, preferably with experience in companies with up to 1,000 employees, rather than large MNC environments.

The candidate should be a strong hunter, relationship builder, consultative seller, and sales leader who can independently build market presence, engage CXO-level stakeholders, close enterprise deals, and build a high-performing sales organization.

Key Responsibilities

1. Sales Strategy & Revenue Leadership

- Own and drive the overall sales and business development strategy for North America and the Middle East.
- Develop annual and quarterly revenue, pipeline, and client acquisition plans.
- Build a predictable sales pipeline and ensure consistent conversion of opportunities into revenue.
- Identify new markets, industries, accounts, and service opportunities for growth.
- Define sales targets, KPIs, territory plans, and account strategies.
- Provide regular revenue and pipeline forecasts to the leadership team.

2. New Business & Enterprise Sales

- Drive new-logo acquisition and build a solid enterprise client base.
- Personally lead strategic opportunities and complex sales engagements.
- Build relationships with CXOs, CIOs, CTOs, IT Heads, Procurement Heads, and Business Leaders.
- Own the complete sales lifecycle from prospecting and qualification through negotiation and closure.
- Drive consultative and value-based selling rather than transactional sales.
- Develop and close high-value, multi-year IT services engagements.

3. Solution & Services Selling

Drive business across multiple technology and services areas, including:

- Application Integration – API, Middleware, EDI
- ERP & System Integration – Oracle, Microsoft Dynamics
- Application Development & Modernization
- Cloud, DevOps & Automation
- Data Analytics,



AI/ML & Digital Transformation
- Managed IT Services
- Custom software and enterprise technology solutions

The candidate should be capable of understanding customer business challenges and positioning the appropriate combination of services and solutions.

4. Sales Team Leadership & Development

- Build, lead, coach, and manage the sales/business development team.
- Define individual and team targets and establish performance metrics.
- Develop sales processes, methodologies, reporting mechanisms, and governance.
- Mentor team members on enterprise selling, prospecting, negotiation, and account management.
- Build a culture of ownership, accountability, pipeline discipline, and revenue focus.
- Participate in hiring and developing the sales organization as the business scales.

5. Strategic Account Management

- Develop and maintain relationships with key strategic customers.
- Drive account expansion, cross-selling, and up-selling opportunities.
- Identify opportunities to expand existing engagements into additional service lines.
- Build long-term executive relationships and improve customer retention.

6. Market Development & GTM

- Develop and execute Go-to-Market (GTM) strategies for target geographies and industries.
- Identify priority industries, target accounts, market segments, and emerging opportunities.
- Build strategic partnerships, alliances, referral networks, and channel relationships.
- Represent the organization at relevant industry events, conferences, and customer forums.
- Develop market intelligence on competitors, pricing, customer demand, and emerging technologies.

7. Proposal, RFP & Deal Management

- Lead strategic RFP, RFI, RFQ, and proposal engagements.
- Work closely with Presales, Delivery, Solution Architects, and Leadership to develop differentiated proposals.
- Own commercial discussions, pricing, negotiation, and contract closure.
- Ensure appropriate deal qualification and commercial governance before closure.

8. Sales & Delivery Collaboration

- Work closely with Delivery and Presales teams to ensure solutions are commercially viable and aligned with customer expectations.




- Ensure smooth transition from sales to delivery.
- Maintain strong visibility of customer commitments, project scope, commercials, and expectations.
- Provide customer and market feedback to leadership to influence service offerings and product strategy.

Required Experience & Qualifications

- Bachelor's degree in Engineering, Business, Management, or related discipline; MBA preferred.
- 12–20 years of overall experience in IT Services / Enterprise Software Sales / Business Development.
- Proven experience in a Sales Head, Business Head, Head of Business Development, Sales Director, or equivalent leadership role.
- Strong track record of independently driving revenue, pipeline, new-logo acquisition, and enterprise sales.
- Experience selling IT services and/or enterprise technology solutions into North America and/or the Middle East.
- Experience working with mid-sized IT services/software organizations, preferably organizations with up to approximately 1,000 employees.
- Demonstrated experience managing and developing sales teams.
- Strong experience handling complex, consultative, multi-stakeholder sales cycles.

Key Skills & Competencies

- Enterprise B2B Sales
- Current Business Development
- Revenue & Pipeline Ownership
- Consultative & Solution Selling
- CXO / C-Level Engagement
- Strategic Account Management
- GTM Strategy
- Sales Team Leadership
- Negotiation & Deal Closure
- RFP / Proposal Management
- Channel & Alliance Development
- Forecasting & Sales Governance
- Robust commercial and business acumen

Preferred Experience

- Existing network of enterprise decision-makers in North America and/or Middle East.
- Experience building sales functions in a mid-sized IT services organization.
- Proven ability to operate in a high-growth, entrepreneurial environment.
- Experience selling multi-service IT portfolios rather than a single technology/product.
- Exposure to BFSI, Logistics & Supply Chain, Energy, Manufacturing, or Public Sector.
- Experience taking ownership of both strategic sales and hands-on business development.

Key Performance Indicators (KPIs)

- Annual Revenue Achievement
- New Business / New Logo Revenue
- Qualified Pipeline Generation
- Pipeline Coverage & Conversion
- Deal Closure Rate
- Average Deal Size
- Gross Margin / Deal Profitability
- Client Acquisition & Retention
- Account Expansion / Cross-Sell / Up-Sell
- Sales Team Productivity
- Forecast Accuracy
- Strategic Partnership & Channel Contribution

📌 Sales Head (Hyderabad)
🏢 Quadrant IT Services
📍 Hyderabad