Our client is a well-established organization operating within a business-to-business environment, serving a broad range of enterprise customers across multiple industries. The company is entering an exciting phase of growth and transformation, with a strong focus on expanding its commercial footprint, strengthening customer relationships, and driving long-term sustainable growth.

This role offers the opportunity to join a dynamic leadership team and play a key role in shaping the company's future growth strategy.

The Head of Sales will be responsible for driving revenue growth, expanding strategic customer relationships, and leading the commercial organization to achieve ambitious business objectives. This role will oversee the development and execution of the company's sales strategy, focusing on enterprise customers, strategic partnerships, and long-term business growth.

The ideal candidate will have a strong background in Telecommunications, ICT, Digital Infrastructure, Technology Services, or BFSI, with extensive experience managing enterprise sales and executive-level customer relationships.

Key Responsibilities

Sales Strategy & Revenue Growth

• Develop and execute the overall sales strategy to achieve revenue, profitability, and market expansion objectives.
• Identify and pursue new business opportunities across enterprise, corporate, financial services, and strategic industry segments.
• Drive customer acquisition while maximizing growth opportunities within existing accounts.
• Establish and manage sales targets, pipeline management processes, forecasting, and performance metrics.

Strategic Account Development

• Build and maintain relationships with C-suite executives and senior decision-makers across key accounts.
• Lead complex commercial negotiations and strategic partnership discussions.
• Develop account plans to drive long-term customer value and retention.
• Position the company as a trusted partner for digital transformation, connectivity, and infrastructure solutions.

Business Development & Market Expansion

• Evaluate market trends, competitive dynamics, and emerging opportunities.
• Identify and develop strategic partnerships to accelerate business growth.
• Collaborate with internal stakeholders to develop customer-centric solutions and go-to-market strategies.
• Support expansion into new industry verticals and market segments.

Leadership & Team Management

• Lead, coach, and develop a high-performing sales organization.
• Foster a culture of accountability, collaboration, customer focus, and continuous improvement.
• Implement effective sales processes, governance, and performance management frameworks.
• Build organizational capabilities to support long-term business growth.

Executive Stakeholder Management

• Work closely with senior leadership to align commercial priorities with business objectives.
• Provide regular updates on sales performance, pipeline health, market developments, and growth opportunities.
• Contribute to strategic planning, budgeting, and business forecasting activities.

Requirements

Experience

• Bachelor's degree in Business, Marketing, Engineering, Information Technology, Finance, or a related field.
• MBA or other relevant postgraduate qualifications are advantageous.
• Minimum 12 years of experience in sales, business development, or commercial leadership roles.
• Minimum 5 years of experience leading enterprise sales teams and managing senior client relationships.
• Proven success in achieving and exceeding revenue targets within complex B2B environments.

Preferred Industry Background

Candidates with experience in one or more of the following sectors are highly preferred:

• Telecommunications
• ICT & Managed Services
• Digital Infrastructure
• Fiber Network & Connectivity Solutions
• Data Center Services
• Cloud & Technology Solutions
• Banking, Financial Services, and Insurance (BFSI)
• Enterprise Technology Sales

Key Competencies

• Strong commercial and strategic mindset.
• Demonstrated ability to drive sustainable revenue growth.
• Expertise in complex solution selling and enterprise sales cycles.
• Strong negotiation and stakeholder management skills.
• Ability to engage effectively with C-level executives and senior decision-makers.
• Excellent leadership, communication, and people management capabilities.
• Data-driven approach to sales management and business planning.

Success Measures

• Achievement of revenue and profitability targets.
• Growth of strategic accounts and key customer relationships.
• Expansion into new customers, markets, and industry sectors.
• Sales pipeline quality and forecast accuracy.
• Team performance, engagement, and capability development.
• Contribution to overall business growth and market positioning.