Lead - Sales (Hyperscale)

Location: Gurugram

Department: Sales & Business Development

Reports To: Head - Sales / Business Development

Position Overview The Lead - Sales (Hyperscale) will be responsible for driving business growth by acquiring and managing hyperscale customers, cloud service providers, large internet companies, and enterprise customers for data center colocation and digital infrastructure services. The role requires strong experience in enterprise sales, consultative selling, strategic account management, and deep understanding of the data center ecosystem.

Education

- Bachelor's degree in engineering, Business Administration, Information Technology, or a related field.
- MBA preferred.

Experience

- 10-15 years of experience in Enterprise Sales, Data Center Sales, Cloud Infrastructure Sales, Telecom Sales, or Digital Infrastructure Business Development.
- Minimum 5+ years of experience working with hyperscale customers or large enterprise accounts.
- Proven track record of closing high-value and long-term infrastructure deals.

Key Responsibilities

Business Development & Sales

- Identify, engage, and acquire hyperscale and large enterprise customers for data center services.
- Drive end-to-end sales cycles, including prospecting, qualification, solution positioning, commercial negotiations, contract closure, and account management.
- Develop relationships with key decision-makers across cloud providers, OTT platforms, technology companies, and enterprise customers.
- Generate and manage a healthy sales pipeline to meet business revenue and occupancy targets.
- Ensure achievement of annual sales, revenue, and customer acquisition objectives.

Customer & Account Management

- Build long-term strategic relationships with existing and prospective customers.
- Act as a trusted advisor to clients by understanding business requirements and proposing suitable data center solutions.
- Lead customer presentations,



RFP responses, commercial proposals, and contract negotiations.
- Coordinate with internal technical, legal, finance, and project teams to ensure smooth customer onboarding.

Market Intelligence

- Monitor market trends, competitor activities, pricing strategies, and emerging customer requirements.
- Identify current business opportunities across hyperscalers, cloud providers, BFSI, telecom, and digital-native organizations.
- Contribute to go-to-market strategies and business expansion plans.

Stakeholder Management

- Collaborate closely with Design, Engineering, Solutions, Operations, and Delivery teams.
- Maintain strong relationships with industry partners, consultants, system integrators, and technology providers.
- Represent the organization at industry forums, conferences, and customer events.

Technical & Functional Skills

- Strong understanding of Data Center Colocation, Cloud, Network Connectivity, Managed Services, and Digital Infrastructure offerings.
- Experience handling hyperscale customers such as AWS, Microsoft Azure, Google Cloud, Oracle Cloud, Meta, or similar technology companies.
- Strong commercial acumen and contract negotiation skills.
- Knowledge of data center industry trends, customer requirements, and competitive landscape.
- Ability to develop and execute strategic account plans.

Behavioral Competencies

- Excellent communication and presentation skills.
- Strong relationship-building and stakeholder management capabilities.
- Strategic thinker with a customer-centric approach.
- Results-oriented mindset with strong business acumen.
- Ability to work in a fast-paced and dynamic environment.

Key Performance Indicators (KPIs)

- Revenue generation and sales target achievement.
- New customer acquisition.
- Data center occupancy growth.
- Pipeline development and conversion ratio.
- Customer retention and relationship management.
- Contract value and profitability.
- Market expansion and strategic account development.

📌 Lead - Sales (Hyperscale) (Gurugram)
🏢 Adani Enterprises
📍 Gurugram