Head of Sales

<p><b> Position: </b> Head of Sales – Software Engineering Services (SES)</p><p><b> Geographic Focus: </b> Global </p><p><b> Sales Motion: </b> New logo hunting + strategic account growth </p><p><b> Team: </b> Build &amp; lead a dedicated SES Sales team from ground up </p><p><b> Experience: </b>10+ years in B2B technology sales leadership; Engineering Software / Digital Transformation domain </p><p></p><p><b> Role Purpose </b></p><p> Own and drive revenue growth for Neilsoft's SES Business Unit across Digital Transformation, Engineering Software Services, and Product Engineering domains. The Head of Sales is simultaneously a player and a coach — personally closing strategic deals while building a scalable, disciplined, and high-energy sales organization that can operate independently over time. </p><p> The primary market focus is AEC / BIM / Smart Infrastructure (80% of effort) and Manufacturing (20% of effort) — targeting enterprise and mid-market clients in India, USA, Europe, ME, and Japan who are investing in digital transformation of their engineering operations. </p><p></p><p><b> Key Responsibilities </b></p><p><b>1. Revenue Generation &amp; New Business Development </b><em>| You own the number </em></p><ul><li> Carry SES revenue target — with personal accountability for new logo acquisition and strategic deal closures. </li><li> Build and manage a healthy, qualified sales pipeline (5–8x coverage) across AEC, BIM, Smart Infrastructure, and Manufacturing verticals. </li><li> Identify, pursue, and close high-value software engineering services deals — covering Digital Transformation programs, SaaS platform development, BIM/Digital Twin implementations, AI/ML applications, and IIoT solutions. </li><li> Lead strategic pursuits end-to-end: prospecting, qualification, solution framing, commercial negotiation, and contract closure. </li></ul><p><b>2. Sales Team Building &amp; Leadership </b><em> | Build it, then scale it </em></p><ul><li> Design and execute the SES sales organization structure — defining roles (hunters, account managers, pre-sales, sales engineers), territories, and hiring plans. </li><li> Recruit, onboard, and develop a high-performance sales team capable of independently carrying quota within 12–18 months. </li><li> Establish sales culture fundamentals: pipeline discipline, CRM hygiene, deal review cadence, win/loss analysis, and performance accountability. </li><li> Coach and mentor the sales team — running deal reviews, joint customer calls, and skill development sessions regularly. </li><li> Set individual quotas, territory plans, and performance metrics for each sales team member and hold them accountable. </li></ul><p><b>3. Execution of Go-to-Market Strategy </b><em>|Make the market, don't just respond to it </em></p><ul><li> Define and execute the SES go-to-market strategy for AEC and Manufacturing verticals — including ICP (Ideal Customer Profile), messaging, pricing strategy, and channel approach. </li><li> Develop vertical-specific value propositions and sales collateral for AEC/BIM/Smart Infrastructure and Manufacturing/Industry 4.0 buyers. </li><li> Build and activate channel and partner ecosystems — system integrators, technology alliances (Autodesk, Bentley, Siemens, Dassault), and consulting firms that can co-sell or refer Neilsoft SES. </li><li> Drive participation in key industry events, conferences, and forums (AEC Tech, AU, buildingSMART, Hannover Messe, etc.) to generate leads and build brand credibility. </li><li> Collaborate with marketing to develop demand generation campaigns, thought leadership content, and account-based marketing programs. </li></ul><p><b>4. Sales Operations &amp; Forecasting </b><em>| Run it like a business </em></p><ul><li> Establish and own sales operations: CRM implementation and hygiene (Salesforce/HubSpot), pipeline reporting, forecast accuracy, and deal stage discipline. </li><li> Provide accurate weekly/monthly/quarterly revenue forecasts to BU leadership with clear assumptions and risk assessments. </li><li> Define and track leading and lagging sales KPIs — pipeline creation rate, conversion rates, average deal size, sales cycle length, win rates by vertical. </li><li> Implement a structured, repeatable sales process — from prospecting to closure — that can be taught to and executed by the broader sales team. </li></ul><p></p><p><b> Required Qualifications &amp; Experience </b></p><p><b> Education </b></p><ul><li> B.E./B.Tech in Civil, Mechanical, Computer Science, or related Engineering discipline — deep understanding of engineering workflows is a strong advantage. </li><li> MBA from a reputed institution preferred — for strategic thinking and commercial acumen. </li></ul><p><b> Sales Experience </b></p><ul><li>10+ years in B2B technology sales, with at least 5 years in a sales leadership role carrying team and personal quota. </li><li> Proven track record of building and scaling a sales team or territory from an early/nascent stage — not just inheriting a mature function. </li><li> Demonstrated history of consistently achieving or exceeding revenue targets in engineering software services, digital transformation. </li><li> Experience selling complex, long-cycle, solution-based services deals ($500K–$5M+) to enterprise and mid-market buyers. </li><li> Prior experience selling into AEC (Architecture, Engineering &amp; Construction, MEP), BIM, Infrastructure verticals is strongly preferred. </li><li> Manufacturing / Industry 4.0 / PLM sales experience is a significant plus. </li></ul><p><b> Market &amp; Domain Knowledge </b></p><ul><li> Working knowledge of AEC/BIM ecosystem: Autodesk. </li><li> Familiarity with Manufacturing software ecosystem – IT/OT Space including PLM. </li><li> Understanding of engineering software services sales cycles, buying personas (IT + Engineering + Business), and how digital transformation decisions are made. </li><li> Existing network of senior relationships in target buyer communities (owners, contractors, OEMs, EPCs, infrastructure developers) across India, Middle East, USA, or Europe. </li></ul><p><b> Geographic Exposure </b></p><ul><li> Active sales experience in at least two of the following geographies: USA, UK/Europe, India, (Experience in - ME (Saudi Arabia, UAE), or Japan/APAC will be added advantage. </li><li> Strong willingness and ability to travel extensively to build and maintain client relationships globally. </li></ul><p></p>