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.