Enterprise Sales Lead, OT/IT Digital Solutions

Location: Bhubaneswar | Territory: [East/Northeast India] | Reports to: [Director Projects]

About the Role

Manufacturers, utilities, and public-sector enterprises are moving from isolated plant systems to connected, data-driven operations. We’re looking for a consultative enterprise seller who can take OT/IT convergence solutions (edge, cloud, AI, and analytics built on physical operations data) to the C-suite and plant leadership, and who can win in both private corporate and PSU/government buying environments.

Key Responsibilities

- Enterprise business growth: Drive high-value sales of integrated infrastructure, services, and SaaS analytics. Navigate complex corporate procurement and PSU/government tender processes, including RFP/RFQ response, eligibility and compliance documentation, empanelment, and commercial negotiation.
- Consultative selling: Pitch comprehensive IT frameworks (Cloud, AI, Edge Compute) that sit on top of physical operations data. Demonstrate the value of deep data insights, such as uptime, throughput, energy efficiency, and predictive maintenance, to CXOs and plant heads.
- Account strategy: Own end-to-end sales cycles from lead qualification to contract closure. Build multi-year account plans that maximize expansion into long-term digital transformation programs and managed services.
- Stakeholder and partner management: Build relationships across operations, IT, security, finance, and procurement. Work with pre-sales, system integrators, and OEM partners to shape solutions and bids.
- Pipeline and forecasting: Maintain a qualified pipeline, accurate forecasts, and CRM discipline across long, committee-driven cycles.

What You Bring
- Lead Generation & Outreach: Identify and connect with key decision-makers looking to modernise legacy industrial operations with cloud networks, managed services, and analytics suites.




- Sales Support: Assist senior executives in managing complex government infrastructure tenders and pitching high-ROI modern IT/OT solutions.
- Market Mapping: Research infrastructure modernization trends (such as smart airports, automated mines, and digital highways) to map out pipeline opportunities.

Required

- [3+] years in enterprise B2B technology sales (IT infrastructure, industrial automation, IIoT, or digital transformation)
- Proven record of closing large deals through tenders and corporate procurement, ideally with PSU or government accounts
- Working fluency in cloud, AI/analytics, and edge architectures, plus a solid grasp of plant operations and OT data (SCADA, historians, MES, PLC protocols)
- Executive-level communication and negotiation skills
- Coordination with Presales team in finalising solutions
- Willingness to travel to customer sites and plants

Nice to have

- Experience selling managed services and recurring-revenue (SaaS/subscription) models
- Familiarity with GeM, e-procurement portals, and L1/QCBS evaluation
- Knowledge of OT security and standards such as IEC 62443, TLS etc.
- Existing relationships in manufacturing, energy, oil & gas, utilities & government facilities

What Success Looks Like
- 30 days: Understand the portfolio and partner ecosystem, map target accounts and open tenders, and join active bids
- 2 months: Qualified pipeline at coverage and first tender submissions or enterprise wins
- 6 months: Consistent quota attainment, with at least two account expanded into a managed-services or multi-year engagement

What We Offer
- Direct mentorship from industry founders + fast career growth.
- Competitive base salary + uncapped performance bonuses + ESOPs (Equity).

TRONIXWARE is an equal prospect employer. Pay: ₹300,000.00 - ₹500,000.00 per year

Advantages

- Cell phone reimbursement
- Health insurance
- Provident Fund

Work Location: In person

📌 Enterprise Sales Manager (Bhubaneswar)
🏢 TRONIXWARE
📍 Bhubaneswar