Head Of Enterprise Sales

Responsibilities

Strategic & Key Accounts

• Lead the Key Account team responsible for SPTEL's largest and most strategic enterprise customers mainly commercial enterprises, financial services, logistics, manufacturing, healthcare, retail and energy & utilities
• Drive revenue growth, retention and increased share of wallet.
• Build senior executive relationships and position SPTEL as a strategic digital infrastructure partner.
• Lead major opportunities, complex bids and strategic commercial negotiations.
• Drive disciplined account planning and cross-selling across SPTEL's portfolio.

Mid-Tier Enterprise Growth

• Develop and execute a focused strategy to materially expand SPTEL's mid-tier enterprise customer base.
• Build a strong new-logo acquisition engine targeting high-potential mid-sized enterprises.
• Establish systematic prospecting, pipeline development and conversion disciplines.
• Develop repeatable sales plays and propositions that improve sales velocity and scalability.
• Drive both customer-count growth and recurring revenue from the mid-tier segment.

Strategic Vertical Development

• Identify and prioritize strategic industry verticals with strong growth potential and alignment to SPTEL's capabilities.
• Develop vertical-specific growth strategies, propositions and go-to-market plans.
• Build deep understanding of each sector's customer needs, technology trends, buying behaviors and competitive landscape.
• Establish SPTEL's credibility and market presence within selected verticals through anchor customers, strategic partnerships and ecosystem relationships.
• Develop industry-specific sales plays that can be replicated across customers within each vertical.
• Work closely with Product, Solutions and Marketing to shape differentiated propositions addressing sector-specific requirements.
• Build strategic relationships with industry leaders, technology partners and relevant ecosystem players.
• Develop the sales organization's industry domain expertise and capability.
• Create measurable vertical growth plans covering pipeline, customer acquisition, revenue and market penetration.

Emerging Markets & Channels

• Lead the Channel team responsible for extending SPTEL's reach into emerging customer segments and markets.
• Develop and execute the partner and channel go-to-market strategy.
• Recruit and develop strategic channel, technology and ecosystem partners.
• Establish clear partner segmentation, commercial models, targets and performance management.
• Build repeatable partner propositions that enable SPTEL to scale efficiently into new markets.

Sales Leadership & Execution

• • Own enterprise revenue, order intake, customer acquisition and pipeline targets.
  • Establish a high-performance, growth-oriented sales culture with clear accountability.
  • Drive rigorous pipeline management, forecasting and sales governance.
  • Improve sales productivity, conversion rates and speed to revenue.
  • Build and develop strong Key Account, Mid-Tier Enterprise and Channel sales teams.
  • Personally sponsor strategic customers, major new-business opportunities and priority vertical initiatives.
  • Collaborate across Product, Solutions, Marketing, Operations and Finance to turn market opportunities into scalable commercial propositions.

Requirements

• 12+ years of B2B enterprise sales experience, preferably across telecommunications, ICT, digital infrastructure, cloud, cybersecurity or managed services.
• Proven track record of delivering enterprise revenue growth and building high-performance sales organizations.
• Strong experience managing strategic/key accounts together with new-business acquisition.
• Demonstrated ability to develop new industry verticals and translate sector opportunities into scalable sales propositions.
• Experience rapidly expanding a mid-market or mid-tier enterprise customer base.
• Strong channel and ecosystem development experience with ability to build senior C-suite relationships and lead complex enterprise opportunities.