Head of Sales

Job Description Vice President / Director, Business Development (US Sales)

Position Title: VP / Director Business Development (US Sales)

Experience Required: 15+ years in IT services business development and account growth

Domain Focus: Infrastructure, Cloud, and Analytics

Role Overview

We are seeking a dynamic and strategic VP/Director of Business Development to drive growth across Infrastructure, Cloud, and Analytics services in the US market .

This role requires a proven leader with deep experience in IT services sales , a strong network of CXO-level relationships , and the ability to define go-to-market strategies , drive large deals , and grow key accounts .

The ideal candidate will be a hands-on sales leader who can build and scale the business by identifying opportunities, creating long-term value for clients, and collaborating with delivery and practice teams to provide cutting-edge technology solutions.

Key Responsibilities

1. Sales Strategy & Revenue Growth

• Define and execute US sales strategy for Infrastructure, Cloud, and Analytics business units.
• Drive revenue growth by identifying new business opportunities and expanding existing accounts.
• Meet and exceed quarterly and annual sales targets .
• Build a multi-million-dollar sales pipeline aligned with organizational growth goals.

2. Business Development & Market Penetration

• Identify and pursue new logos across mid-market and enterprise customers.
• Lead strategic deal pursuits , large RFPs, and complex solutioning.
• Build strong relationships with CXOs, CTOs, CIOs, and senior decision-makers .
• Drive cross-sell and upsell opportunities within existing accounts in collaboration with account managers.

3. GTM Planning & Partnerships

• Collaborate with marketing and practice leaders to develop go-to-market (GTM) strategies .
• Build alliances with cloud vendors (AWS, Azure, GCP) and analytics platform providers to drive joint sales opportunities.
• Represent the company at industry events, forums, and networking conferences in the US.

4. Solutioning & Proposal Management

• Work closely with presales and delivery teams to design compelling solutions for customers.
• Lead proposal preparation, pricing strategies, and contract negotiations .
• Showcase business value through case studies, POCs, and demos .

5. Leadership & Team Management

• Build and lead a high-performing US sales team , including account executives and hunters.
• Mentor and coach sales teams to improve deal closure rates and strategic selling skills .
• Collaborate with offshore teams for seamless end-to-end delivery alignment .

Key Skills & Competencies

1. Deep understanding of Infrastructure, Cloud, and Analytics services.
2. Proven track record of driving multi-million-dollar IT services sales in the US market.
3. Strong CXO relationship management and networking skills.
4. Expertise in strategic deal shaping and RFP management .
5. Experience with cloud vendor alliances and partnership-driven sales .
6. Exceptional negotiation, communication, and presentation skills .
7. Ability to work in a fast-paced, entrepreneurial environment with a global delivery model.

Qualifications

• Bachelors degree in Engineering, Computer Science, Business, or related field (MBA preferred).
• 15+ years of IT services sales experience , with at least 5+ years selling into the US market .
• Experience handling large, strategic accounts and complex multi-year deals .
• Strong knowledge of Infra modernization, cloud migration, and advanced analytics solutions.

Performance Metrics

• Revenue Target Achievement: Annual and quarterly targets met/exceeded.
• New Logo Acquisition: Number of net-new customers onboarded.
• Pipeline Development: Size and quality of sales pipeline.
• Account Growth: Expansion of revenue within existing accounts.
• Client Satisfaction: Measured via NPS and relationship strength.