Leadership Expectations

- Own the full West &
- East India

existing account retention and growth, and new logo acquisition against a confirmed annual target

- Maintain and deepen C-suite relationships across BFSI (AMC heads, CIOs, CTOs), Media (CDOs, VPs Digital, Platform heads), and Retail (CMOs, CDOs, Heads of E-Commerce) — relationships, not just contacts

- Build a predictable pipeline engine — structured outbound, referral networks, and event-led prospecting; not reactive account management

- Champion ARIA AI and ADLC as the primary commercial narrative across all three verticals — every client conversation must include an AI angle

- Represent Robosoft at BFSI, Media, and Retail industry forums in Mumbai — NASSCOM, CII Digital, FICCI FRAMES, India Retail Forum, and sector AMC/insurance events

What You Will Do

- Manage and grow existing accounts across West &
- East India — deepen engagement, identify expansion opportunities, and ensure retention of Robosoft's contracted base

- Hunt new enterprise logos across BFSI (Mutual Funds, Insurance companies, NBFCs, Neo-banks), Media &

- Entertainment (OTT platforms, broadcast networks, digital-first media), and Retail (D2C brands, FMCG digital, omnichannel retailers)

- Position ARIA AI capabilities — run AI Opportunity Assessment conversations with CTOs and CDOs to identify deployment-ready use-cases: AI-powered Virtual RM, Intelligent Content Recommendation, Agentic AI for operations, Predictive Analytics, and LLM-based customer engagement

- Lead commercial negotiations — fixed-price bids, AMS (Application Managed Services) retainers, and milestone-based delivery contracts; protect margins and avoid T&M-only; positioning

- Develop account plans for top 10 accounts — annual revenue target, expansion opportunities, AI use-case pipeline, and C-suite engagement calendar

- Manage the full sales cycle — from prospecting and discovery through solution design (with pre-sales support), commercial proposal, negotiation, and contract closure

- Maintain Salesforce CRM pipeline hygiene — accurate deal stages, monthly revenue forecast, and weekly opportunity reviews with the SVP

- Collaborate with India delivery leads, bid managers, and pre-sales to ensure that every proposal is technically sound and commercially competitive

- Lead AMS Managed Services GTM in the territory — Robosoft's AMS model provides predictable retainer-based revenue; first new AMS deal in the territory is a FY26-27 priority

Who You Are

- A trusted advisor at the CXO level — CMOs, CTOs, CIOs, CDOs, and Heads of Digital across BFSI, Media, and Retail call you when they have a strategic problem,



not just when they have a budget

- Commercially rigorous — you protect margin, structure deals intelligently, and know when to walk away from a deal that will damage the business

- Genuinely AI-curious — you understand enough about Generative AI, Agentic AI, and LLM-based solutions to have a credible first conversation with a CTO; you do not need to rely entirely on a pre-sales person for every opening meeting
- A hunter-manager hybrid — equally comfortable renewing a $500K existing engagement and cold-opening a new enterprise account from scratch; you do not delegate new business entirely to marketing

- Resilient and data-driven — you track your own pipeline, know your conversion metrics, and adjust proactively rather than waiting for the monthly review to surface problems

- Deeply embedded in Mumbai's enterprise community — active in industry forums, investor circles, and digital transformation networks where BFSI and Media decisions get made

What You Bring

- 10–15 years of enterprise B2B technology sales — professional services, digital product engineering, or AI/analytics platforms preferred

- Demonstrated CXO relationships in at least two of the three target verticals (BFSI, Media, Retail) — reference-able, active relationships, not historical contacts

- Track record of quota attainment above 80% for at least 3 consecutive years in an enterprise technology sales role

- Experience selling fixed-price digital transformation programmes and managed services — not just T&M; staffing or IT outsourcing

- Hands-on understanding of AI, Generative AI, and Agentic AI use-cases in BFSI (virtual RM, KYC, fraud detection), Media (content intelligence, replatforming), and Retail (personalization, inventory AI) — conversational fluency required

- Strong command of commercial negotiation — contract structuring, margin defence, and milestone-based billing in large enterprises

- Master in Business Administration, Bachelor's degree in Engineering, Business, or related field;

AI Angle — What You Will Sell

Every client conversation in this territory must include an AI dimension. Robosoft's ARIA AI Platform and ADLC (AI-Driven Lifecycle) are the commercial differentiation levers across all three verticals:

- BFSI: AI-powered Virtual RM and Wealth Advisory (AMCs,



Wealth Platforms), Agentic AI for KYC and onboarding automation, Intelligent Document Processing for insurance claims, Predictive Analytics for AUM retention, LLM-based customer engagement platforms

- Media &
- Entertainment

: AI-first content platform replatforming, Personalisation and recommendation engines (OTT), Agentic AI for editorial and content operations, ARIA-powered newsroom automation, AI-driven audience analytics and monetisation

- Retail: AI-powered omnichannel personalisation, Intelligent inventory and demand forecasting, Conversational commerce and AI-driven customer support, ADLC for D2C digital platform builds, Loyalty and CLV optimisation through predictive AI

You will run ARIA AI Opportunity Assessments as a structured entry motion for current logos — a 2–4 week paid engagement that identifies AI deployment opportunities and converts to a larger programme. This is Robosoft's primary current logo acquisition tool in FY26-27.

Core Skills

- Enterprise B2B Sales — full cycle from outbound prospecting to signed contract
- BFSI, Media, and/or Retail verticals

- CXO Relationship Management — CMO, CTO, CIO, CDO, and Head of Digital engagement at India's top 500 enterprises

- ARIA AI Platform Positioning — articulate AI use-cases across BFSI, Media, and Retail; run AI Opportunity Assessment conversations

- AMS / Managed Services GTM — position fixed-cost AMS retainers as an alternative to T&M; commercial structuring of managed services contracts

- Commercial Structuring — fixed bids, milestone billing, AMS retainers, and complex contract governance with India's enterprise procurement teams

- Salesforce CRM — pipeline management, forecast accuracy, and deal velocity in a structured review cadence

- Mumbai Enterprise Network — active presence in BFSI (AMC, Insurance, NBFC), Media (OTT, Broadcast), and Retail (D2C, Fashion, FMCG) decision-making circles

Preferred / Good to Have

- Existing senior relationships at AMCs (HDFC AMC, SBI MF, ICICI Pru AMC, Nippon India AMC, Franklin Templeton), Insurance (HDFC Life, Max Life, Bajaj Allianz), or Digital-first Retail (Nykaa, Meesho, Mamaearth, boAt)

- Prior experience at a digital product engineering, AI platform, or BFSI-focused fintech firm operating in India

- Understanding of SEBI and IRDAI regulatory environments — relevant for BFSI account conversations

- Familiarity with OTT platform economics — ARPU, content cost structures, and the digitisation imperative for India's broadcast-to-streaming transitionRole & responsibilities

Preferred candidate profile

Perks and benefits

📌 Senior Enterprise Sales Director West & East India (Bengaluru)
🏢 Apptad
📍 Bengaluru