Sales Execution & Revenue Delivery
• Deliver assigned revenue, margin, and pipeline targets aligned with the Digital Transformation sales plan.
• Manage the end‑to‑end sales cycle from opportunity identification to deal closure.
• Maintain a healthy and predictable pipeline to support quarterly and annual targets.
• Track sales performance and ensure timely closure of deals.
Business Development & Enterprise Sales
• Identify and develop opportunities within enterprise and government customers for Digital Transformation solutions.
• Lead consultative sales engagements for EIM, ECM, BPM, OCR, RPA, Digital Workflow, Archiving and Compliance solutions.
• Develop strong relationships with CIOs, IT leaders and digital transformation stakeholders.
• Expand business within existing accounts through cross‑selling and solution‑based engagement.
Customer Engagement & Account Management
• Act as a trusted advisor to customers by understanding their digital transformation roadmap and challenges.
• Conduct customer meetings, presentations and solution demonstrations with presales teams.
• Manage customer expectations and ensure strong satisfaction.
Team Collaboration & Leadership Support
• Support the Head of Sales in executing the sales strategy and GTM initiatives.
• Mentor junior sales executives where applicable.
• Collaborate with presales, delivery and product teams to build winning proposals.
Partner & Vendor Engagement
• Support relationships with strategic technology partners.
• Identify partner‑led opportunities and drive joint customer engagements.
• Stay updated on partner solutions and certifications.
Market Intelligence & Sales Planning
• Monitor market trends and competitor activities in the digital transformation space.
• Provide insights to refine sales positioning and offerings.
• Contribute to marketing initiatives such as events and industry engagements.
KPIs & Success Metrics
• Revenue and Gross Profit achievement vs target
• Pipeline coverage and conversion ratio
• New enterprise customer acquisition
• Account expansion and retention
• Forecast accuracy and deal closure timelines
- Proven 12+ years of work experience EIM / Digital Transformation / Enterprise Software sales.
- Should have Sales Experience in Proven track record of selling to large enterprise and government customers.
- Strong understanding of EIM, ECM, BPM, OCR, RPA, and digital workflow solutions.
- Ability to articulate business value and ROI to senior stakeholders.
- Strong negotiation, presentation, and proposal-writing skills; Understanding of sales performance metrics
• Solution selling and consultative sales methodology
• CXO-level stakeholder engagement and executive presentation
• Presales leadership — proposal development, solution architecture, POC management
• CRM proficiency (Salesforce / Dynamics or equivalent)
• Strong commercial acumen — pricing, margin management, deal structuring
• Deep technical fluency in DT platforms (EIM, ECM, BPM, RPA, AI/ML, cloud)
• Thought leadership — industry events, whitepapers, client advisory