Enterprise Sales Head

• P&L: Revenue, gross margin per unit, sales cost and receivables (DSO) for the whole Enterprise & SME business.
• Solution selling: Assess each customer's IT estate: who the users are, their workloads, the device mix, network, security and how devices are managed. Design the right answer. That could be a device spec by user type, a desktop vs laptop vs thin client vs VDI mix, a refresh plan, a rental or DaaS option, or accessories and peripherals.
• TCO case: Build and present TCO and ROI comparisons (new vs refurbished, buy vs rent, device lifecycle) that finance heads and owners can approve.
• Growth plan: A month-by-month plan from ₹15 Cr to ₹50 Cr. It covers segments, lead sources, funnel conversion, logos per hunter and ticket sizes, broken down to each person on the team.
• Team building: Hire, coach and run 3–4 regional hunters plus account managers. Train the team in solution selling. Run weekly reviews and CRM discipline.
• New logos: Win mid-market and SME customers such as BPOs and call centres, NBFCs and microfinance firms, IT/ITeS, professional-services firms, co-working spaces, startups and multi-location businesses.
• Account growth: Grow share of wallet through repeat orders, device refresh cycles, rentals and service contracts.
• Marketing: Run demand generation with the marketing team, including technical content: TCO calculators, case studies and assessments.
• Deal structuring: Structure pricing, credit terms and large deals within margin guardrails. Work with procurement and operations on stock and specs.

• Engineering degree (B.E./B.Tech in CS, IT, electronics or a related field). An MBA is a plus.
• Proven solution selling: You have sold by understanding the customer's technology architecture and designing the solution, not only by quoting prices. You can talk confidently about processors and generations, RAM and storage choices by workload, OS and licensing, endpoint management (MDM, Intune), network basics, and security.
• TCO fluency: You have built TCO or ROI cases that changed a customer's buying decision.
• 12–18 years in B2B IT hardware, IT infrastructure or IT solutions sales to mid-market and SME customers. A presales or solution-architect start that moved into sales leadership is ideal.
• At least 4 years leading field sellers across regions. You have hired and built teams, not only inherited them.
• Has owned a revenue number of ₹30 Cr or more a year, with P&L or gross-margin accountability.

• Experience in refurbished IT, IT asset disposal (ITAD), device-as-a-service, rentals or managed IT services.
• Comfortable running a team on a CRM (Zoho or Salesforce) and building funnel models in Excel/Sheets.
• Startup or scale-up mindset: hands-on, frugal, builds from scratch.

Must-have skills

Engineer, mba

Good-to-have skills

Mid Market, Enterprise Sales, SME