High-energy, entrepreneurial and technology-savvy Enterprise Business leader to build and scale Large Enterprise and SME/Mid-Market business in a player-coach role. Personally owns largest and most strategic enterprise accounts while leading a 3 4 person sales team focused on SME and mid-market opportunities. Works closely with CBO/CSO, Marketing, Revenue Operations and internal teams to create a predictable enterprise sales engine with a long-term objective to build a 30 50 Cr+ enterprise business.

EDUCATION

B.E./B. Tech preferred; MBA preferred, Demonstrated enterprise sales performance is more important than educational pedigree.

EXPERIENCE Associate Director / Senior Manager Enterprise Business

Player-coach enterprise sales leadership role reporting to CBO / CSO.

Own enterprise pipeline across Large Enterprise and SME / Mid-Market segments.

Personally build large enterprise accounts: target account identification, account planning, CXO relationship creation, procurement navigation, commercial negotiation, strategic deal closure, and account expansion.

Lead direct CXO engagement with CIO, CTO, CFO, CISO, CHRO, Head IT, Head Infrastructure, Head Procurement, Business Heads, and other senior stakeholders.

Articulate business value, technology value, ROI, risk reduction, cost optimisation, operational benefits, sustainability/ESG advantages, and total cost of ownership.





Drive lead origination and demand generation with Marketing and Rev Ops, including ABM, outbound strategy, funnel process (MQL SQL Opportunity), and pipeline gap management.

Represent company externally at conferences, enterprise technology events, webinars, and customer events; build industry credibility and measurable pipeline.

Build and lead a 3 4 person enterprise sales team: territories, targets, account ownership, coaching, pipeline reviews, CRM hygiene, and performance culture.

Establish sales process and revenue operations discipline: pipeline stages, qualification, forecasting, velocity, conversion metrics, coverage, prioritisation, dashboards, and win/loss analysis.

Develop strategic partnerships with technology partners, OEMs, IT service providers, system integrators, channel partners, industry associations, consultants, and enterprise ecosystem partners.

Continuously provide customer and market intelligence across customer requirements, competitor positioning, pricing and technology trends, procurement behaviour, emerging use cases, threats, and new offerings.

Carry revenue responsibility to build enterprise business toward 30 Cr+ and longer-term 50 Cr+ annually across personally driven large enterprise sales and team-driven SME/mid-market sales.

TECHNICAL SKILLS

B2B / Enterprise Sales Large Enterprise Sales

📌 Associate Director (India)
🏢 CIEL HR
📍 India