Sales director

120% booking-to-target ratio.
Improve sales cycle efficiency; reduce average deal closure time.
Optimize sales pipeline with 3:1 ratio of qualified opportunities to closed deals.
Manage gross margins on consulting services.
Client Relationship & Expansion
Build deep relationships with C-suite executives at mid-market companies.
Drive account expansion within existing clients (add-on modules, new implementations).
Ensure smooth handoff to delivery teams; maintain post-sale relationships.
Conduct quarterly business reviews with key accounts.
Identify upsell and cross-sell opportunities.
Market Intelligence & Positioning
Stay ahead of ERP market trends, competitor positioning, and emerging technologies.
Track sales win/loss analysis; adjust strategy based on market feedback.
Build thought leadership through speaking engagements, whitepapers, webinars.
Represent the organization at industry conferences, trade shows.
Feed market intelligence to product and delivery teams.
Required Qualifications
Experience:
Minimum 15 years in B2 B enterprise software sales (ERP, CRM, HCM, supply chain solutions)
Minimum 8 years at Sr. Management level
Proven expertise selling ERP implementations.
Track record closing large deals in Indian market.
Experience with software consulting services (implementation, customization, integration).
Demonstrated success in building and scaling sales teams.
Technical Knowledge
Deep understanding of ERP solutions and their business impact.
Knowledge of Manufacturing, Construction, or Retail ERP implementations.
Familiarity with cloud vs. on-premise deployment models.
Understanding of consulting engagement models (T&M, Fixed-price, licensing).
Ability to engage with technical stakeholders (CIOs, CTOs, system architects).
Market Expertise
Established network with enterprise decision-makers in India.
Strong relationships with system integrators, resellers, consulting firms.
Understanding of Indian buyer behavior, procurement processes, budget cycles.
Knowledge of GST, compliance, and localization requirements for enterprise software.
Experience navigating multi-location, multi-entity implementations.
Personal Attributes
Strategic thinker with ability to balance long-term vision with short-term targets.
Strong communication and presentation skills (excellent with C-suite).
Resilient, competitive, and results-driven mindset.
Ability to thrive in fast-paced, evolving market.
Excellent negotiation and stakeholder management skills.
Integrity and ethics in all business dealings.
Educational Background
MBA preferred
Industry certifications - a plus