Sales Director

Req ID: 20186 (8754)

Experience: 15–20 years in IT services sales, with a strong emphasis on product engineering or quality engineering/testing solutions.

Key Responsibilities:

• Proven track record of winning new logos and expanding business within major Global Capability Centers (GCCs) such as Google, Meta, AWS, Microsoft, or similar Big Tech firms in India.

• Successfully closed multi-million-dollar deals ranging from $10M to $20M.

• In-depth knowledge of GCC buying structures, procurement processes, vendor onboarding, including managing RFP/RFI cycles, supplier scorecards, and vendor portals.

• Expertise in negotiating and finalizing complex contracts such as MSAs, SOWs, SLAs, and rate cards, balancing commercial terms with profitability and delivery feasibility.

• Strong domain understanding of Quality Engineering/Quality Assurance (QE/QA) including test automation, performance, security, accessibility, localization/globalization, device lab testing, regression, and in-sprint automation aligned with business goals.

• Exposure to complementary service lines like cloud, DevOps, modernization, trust & safety, infrastructure/tooling, AR/VR, and creator economy platforms is a significant advantage.

• Demonstrates executive presence with the ability to communicate business value and ROI effectively to senior stakeholders (Directors, VPs, C-suite).

• High financial acumen in pricing model structuring, deal profitability assessment, managing total contract value (TCV) and annual contract value (ACV), and building compelling ROI/TCO narratives.

• Established senior-level network within Google India and/or Meta India is strongly preferred.

• Maintains rigorous pipeline discipline, proficient in Salesforce or HubSpot, with at least 3× pipeline coverage and forecast accuracy above 80%.

• Excellent communication, proposal writing, and presentation skills, with the ability to craft persuasive POVs, proposals, and RFP responses.

• Self-driven and comfortable working in ambiguous, high-pressure situations, capable of leading cross-functional teams including Pre-Sales, Delivery, Legal, and Finance.

Qualifications:

• Bachelor’s degree in Engineering, Computer Science, or Business; MBA preferred.

• Consistent achievement of sales quotas with a career total exceeding $10M in closed business.

• Hands-on experience managing security, compliance, and risk reviews as part of vendor onboarding with Big Tech GCCs.

• Commitment to ongoing professional development, including sales methodology certifications and executive education.