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 Overview
The Practice Sales qualified 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 Responsibilities
1. Business Development & Revenue Ownership
Identify and pursue new business opportunities in target accounts and industries along with Geo sales teams
Build and manage a strong sales pipeline and forecast
Own revenue targets and drive bookings for the practice
2. Client Engagement & Solution Selling
Understand client business problems and translate them into IT solutions
Lead discovery discussions, workshops, and solution positioning
Craft tailored value propositions and proposals
3. Opportunity Lifecycle Management
Manage the full sales lifecycle:
Lead generation
Qualification
Solutioning along with practice/domain teams
Proposal & contract negotiation
Closure
4. Collaboration with Delivery & Practice Teams
Work closely with solution architects, consultants, and practice delivery teams to build winning solutions
Ensure alignment between sales commitments and delivery capability
5. Account Growth & Relationship Management
Build CXO-level relationships with key stakeholders
Drive up-sell and cross-sell within existing practice accounts
Act as a trusted advisor to clients
6. Market & Practice Development
Track market trends, competitors, and emerging technologies
Contribute to go-to-market (GTM) strategy for the practice
Position differentiated offerings in the market
7. Pre-sales & RFP Support
Lead or support large deal pursuits, RFP responses, and presentations
Create solution proposals along with practice presales, pricing models, and win strategies
Key Skills Required
Strong consultative selling and negotiation skills
Good understanding of IT services and relevant technology stacks
Stakeholder management (especially senior executives)
Ability to translate business problems into IT solutions
Financial acumen (pricing, margins, deal structuring)
KPI / Success Metrics
Revenue vs target
Pipeline size and conversion rate
Deal win ratio
Account growth
Margin contribution