A Practice Sales professional is responsible for driving revenue growth for the CIS practice by winning new business and expanding existing accounts through solution-led selling.Role OverviewThe 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 Responsibilities1. Business Development & Revenue OwnershipIdentify and pursue new business opportunities in target accounts and industries along with Geo sales teamsBuild and manage a solid sales pipeline and forecastOwn revenue targets and drive bookings for the practice2. Client Engagement & Solution SellingUnderstand client business problems and translate them into IT solutionsLead discovery discussions, workshops, and solution positioningCraft tailored value propositions and proposals3. Opportunity Lifecycle ManagementManage the full sales lifecycle:Lead generationQualificationSolutioning along with practice/domain teamsProposal & contract negotiationClosure4. Collaboration with Delivery & Practice TeamsWork closely with solution architects, consultants,
and practice delivery teams to build winning solutionsEnsure alignment between sales commitments and delivery capability5. Account Growth & Relationship ManagementBuild CXO-level relationships with key stakeholdersDrive up-sell and cross-sell within existing practice accountsAct as a trusted advisor to clients6. Market & Practice DevelopmentTrack market trends, competitors, and emerging technologiesContribute to go-to-market (GTM) strategy for the practicePosition differentiated offerings in the market7. Pre-sales & RFP SupportLead or support large deal pursuits, RFP responses, and presentationsCreate solution proposals along with practice presales, pricing models, and win strategiesKey Skills RequiredStrong consultative selling and negotiation skillsGood understanding of IT services and relevant technology stacksStakeholder management (especially senior executives)Ability to translate business problems into IT solutionsFinancial acumen (pricing, margins, deal structuring)KPI / Success MetricsRevenue vs targetPipeline size and conversion rateDeal win ratioAccount growthMargin contribution