•Architect the SaaS Shift: Design and execute the sales playbook to transition legacy, one-time hardware and project engineering accounts into multi-year Software-as-a-Service (SaaS) and Platform-as-a-Service (PaaS) recurring revenue streams.

•Value-Based AI Selling: Position our proprietary Industrial AI agents and data platforms not as IT add-ons, but as critical business drivers that directly improve OEE (Overall Equipment Effectiveness), reduce energy footprint, and maximize uptime.

•Pricing & Packaging Collaboration: Partner with Product and Finance teams to iterate on subscription tier structures, consumption-based pricing metrics, and hardware+software bundling strategies.

•Build a Modern SaaS Pipeline: Implement predictable data-driven sales methodologies (e.g., MEDDPICC, Challenger) focused on Net Current ARR, Net Revenue Retention (NRR), and Customer Lifetime Value (LTV).

•Talent Transformation: Upskill and evolve the existing industrial hardware sales team into consultative software evangelists, while selectively hiring top-tier enterprise AI/SaaS account executives.

•Cross-Functional Alignment: Work hand-in-hand with Customer Success to ensure high adoption rates, driving seamless renewals and expansion sales within heavy asset industries.

•C-Suite Engagement:



Move relationships past traditional plant managers and procurement offices to successfully pitch the digital transformation vision directly to manufacturing CIOs, CDOs (Chief Digital Officers), and COOs.

•Strategic Partnerships: Leverage global system integrators (GSIs), cloud providers, and OEM partners to accelerate market penetration and scale delivery capabilities.

Requirements

•Experience: 15+ years of B2B sales leadership experience, with at least 5 years leading high-growth teams in Enterprise SaaS, Cloud, or industrial AI tech.

•Proven Track Record: Demonstrated success leading a company through a business model pivot (e.g., hardware-to-software, perpetual licensing to SaaS) with clear ARR growth metrics.

•Domain Knowledge: Deep familiarity with industrial ecosystems, including IoT, SCADA, PLCs, manufacturing execution systems (MES), or factory floor operations. You must speak the language of both Automation (OT) and Cloud (IT).

•Sales Metrics Mastery: Deep expertise in managing SaaS pipelines, churn mitigation, customer acquisition cost (CAC) efficiency, and enterprise contract negotiations.

•Education: Bachelor’s degree in Engineering, Computer Science, or Business; an MBA or relevant technical master's degree is highly preferred.

📌 Sales Head: CCO (ID 1446) (India)
🏢 MarketScope
📍 India