Role Summary
The Enterprise Sales Manager is responsible for driving sustainable revenue growth by building a strong enterprise sales funnel, closing high-value deals, and expanding market presence across priority industries. This role requires a highly strategic, execution-driven sales leader with strong experience in complex enterprise environments and solution-based selling.
Key Responsibilities
1. Revenue Ownership
- Own and consistently deliver quarterly and annual revenue targets
- Drive the closure of large, complex enterprise deals with long sales cycles
- Develop strategic account plans to maximize revenue, margin, and long-term value
- Ensure accurate forecasting and disciplined revenue tracking
2. Funnel Development & Pipeline Management
- Own and achieve funnel generation and pipeline coverage targets (3–5x quota minimum)
- Build pipeline through outbound efforts, enterprise networks, referrals, and partnerships
- Maintain strong funnel discipline (conversion rates, velocity, deal hygiene)
- Continuously improve pipeline quality—not just volume
3. Industry Penetration Strategy
- Lead industry-focused expansion strategies, with priority exposure in:
- BPO / Outsourcing Services
- IT Services / Technology Solutions
- Engineering Services / Technical Services / Infrastructure Solutions
- Identify, penetrate, and grow anchor accounts within target industries
- Build a strong presence in enterprise ecosystems and industry networks
- Partner with marketing and product teams to refine industry-specific value propositions
4. Strategic Account Management
- Own and expand key enterprise accounts (wallet share growth focus)
- Build and maintain relationships with C-level and senior decision makers
- Drive cross-sell and upsell opportunities across service lines
- Ensure long-term account retention and satisfaction
5. Sales Strategy & Execution
- Execute data-driven, consultative enterprise sales strategies
- Manage full sales cycle: prospecting → qualification → solutioning → proposal → negotiation → closing
- Translate client requirements into tailored enterprise solutions
- Align commercial proposals with internal delivery, finance, and legal teams
6. Cross-Functional Collaboration
- Work closely with Customer Success, Delivery, Finance, Legal, and Marketing
- Ensure smooth handover from Sales to Delivery/CS teams
- Align pricing, contracts, and solution scope with internal capabilities
- Provide structured market feedback to improve offerings and positioning
7. Performance Tracking & Reporting
- Own reporting on:
- Revenue attainment
- Funnel generation and conversion
- Industry penetration progress
- Maintain CRM discipline and forecasting accuracy
- Present updates in weekly, monthly, and QBR business reviews
Required Experience
- 5–10+ years in enterprise sales
- Strong background in one or more of the following industries:
- BPO / Business Process Outsourcing
- IT Services / System Integration / Technology Solutions
- Engineering Services / Technical / Infrastructure Services
- Proven track record of closing large enterprise deals with long sales cycles
- Experience managing multi-stakeholder, complex procurement environments
- Strong understanding of solution selling and consultative sales methodologies
