Work Experience
Role Overview
The Senior Sales Manager – India will be responsible for driving profitable revenue growth by identifying client leads and prospects, understanding engineering requirements, shaping opportunities with internal teams, and tracking pursuits through closure as signed business opportunities and contracts. This role requires a strong business development mindset, consultative selling capability, and the ability to collaborate across Delivery, Solution Partners, Marketing, and Business Managers to convert market demand into high-margin revenue.
Key Responsibilities
Generate, qualify, and develop client leads and prospects across target account, specific product areas, and engineering service areas in India.
Engage with clients to understand business priorities, engineering requirements, technical challenges, buying criteria, timelines, budgets, and decision-making processes.
Collaborate closely with Delivery teams to validate delivery feasibility, capability fit, resource alignment, execution risks, and delivery commitments.
Partner with Solution Partners and technical subject matter experts to shape differentiated proposals, solution approaches, estimates, and value propositions.
Work with Marketing to support campaigns, events, account-based marketing initiatives, market positioning, collateral, and lead-nurturing activities.
Coordinate with Business Managers to align account strategy, pricing, revenue plans, margin expectations, contract priorities, and customer relationship objectives.
Own the sales pipeline from lead identification through qualification, proposal, negotiation, closure, and handoff to delivery execution.
Track opportunities rigorously using defined sales processes, CRM tools, and management reviews to ensure forecast accuracy and timely closure.
Convert qualified opportunities into signed contracts, purchase orders, or statements of work that deliver revenue growth with healthy margins.
Build and maintain strong executive and operational relationships with customers, partners, and internal stakeholders.
Lead commercial negotiations in partnership with finance, legal, delivery, and leadership teams to ensure acceptable risk, pricing discipline, and profitability.
Monitor market trends, competitor activity, customer needs, and emerging engineering demand to identify new growth areas.
Provide regular updates on pipeline health, revenue outlook, deal risks, win/loss insights, margin performance, and target achievement.
Business and Financial Ownership
Own sales targets, bookings, revenue commitments, and gross margin objectives for assigned accounts, sectors, or territories.
Demonstrate experience managing P&L, including revenue planning, cost awareness, pricing discipline, margin protection, and profitability improvement.
Develop account plans and pursuit strategies that balance growth ambition with sustainable margins and delivery feasibility.
Partner with leadership to review sales forecasts, target gaps, investment needs, risks, and corrective actions.
Ensure deals are structured to meet commercial expectations, contractual requirements, and long-term customer value.
Required Experience and Qualifications
Bachelor’s degree in Engineering, Business, Marketing, or a related discipline; MBA or equivalent business qualification is preferred.
10+ years of experience in B2B sales, business development, account management, or strategic sales, preferably in engineering services, technology services, product engineering, manufacturing, automotive, aerospace, industrial, software, or related sectors.
Proven track record of meeting or exceeding revenue, bookings, margin, and pipeline conversion targets.
Demonstrated experience managing P&L, sales targets, commercial performance, and margin outcomes.
Strong understanding of engineering services sales cycles, solution selling, consultative selling, proposal development, pricing, contracts, and customer negotiation.
Experience working with cross-functional teams across delivery, pre-sales, solutioning, marketing, finance, legal, and business leadership.
Established network with enterprise customers, GCCs, OEMs, technology firms, industrial accounts, or engineering-led organizations in India is highly desirable.
Key Skills and Competencies
Strong client acquisition, prospecting, account planning, and relationship-building skills.
Ability to understand engineering requirements and translate them into solution and business opportunities.
Commercial acumen with deep focus on revenue, margins, pricing, profitability, and deal quality.
Excellent stakeholder management skills across internal teams and customer organizations.
Strong negotiation, communication, presentation, and executive engagement capabilities.
Structured pipeline management, forecasting, reporting, and opportunity governance discipline.
Ability to operate independently in a target-driven environment while collaborating effectively across functions.
High ownership mindset, persistence, business judgment, and ability to drive opportunities to closure.
Success Measures
Achievement of annual and quarterly revenue, bookings, and margin targets.
Growth in qualified pipeline and improvement in opportunity conversion rates.
Number and value of new product areas, new opportunities, and expanded relationships within existing accounts.
Forecast accuracy and disciplined tracking of opportunities through closure.
Quality of collaboration with Delivery, Solution Partners, Marketing, and Business Managers.
Customer satisfaction, repeat business potential, and long-term account growth.
