Role Overview
This is a quota-carrying, front-line sales leadership role focused on aggressive new logo acquisition while scaling revenue within strategic accounts. The role demands a proven hunter who can open doors at the C-suite level, create demand, and close complex IT consulting and professional services deals.
Core Responsibilities (Hunting-Led)
- Own end-to-end new logo acquisition, including prospecting, cold outreach, executive networking, deal qualification, negotiation, and closure.
- Build and execute a market-entry and hunting strategy for targeted accounts.
- Consistently generate net-new pipeline and close high-value consulting and services engagements.
- Drive revenue growth by penetrating whitespace within existing strategic accounts.
- Lead large, complex deal cycles involving multi-service offerings, RFPs, and enterprise stakeholders.
- Establish trusted-advisor relationships with CIOs, CTOs, IT Directors, and Procurement leaders.
- Partner with presales, delivery, and leadership teams to craft compelling value-based proposals.
- Own pricing strategy, commercial negotiations, and contract closures.
Revenue & Performance Accountability
- Achieve and exceed quarterly and annual new-business revenue targets.
- Maintain a robust, predictable pipeline with clear coverage ratios.
- Ensure disciplined CRM hygiene, forecasting accuracy, and deal governance.
- Take full ownership of revenue outcomes—no dependency on inbound leads.
Required Experience & Profile
- 7–15 years of experience in IT consulting / professional services sales with a strong emphasis on new logo hunting.
- Proven track record of opening doors, building pipeline from scratch, and closing enterprise deals.
- Deep understanding of IT services, consulting models, and project-based / managed engagements.
- Exceptional executive-level communication, negotiation, and storytelling skills.
- Demonstrated ability to sell to CxOs and senior decision-makers.
- Strong experience using CRM systems for pipeline management, forecasting, and reporting.
- Highly competitive, target-obsessed, resilient, and comfortable operating in a high-pressure sales environment.
Preferred Qualifications
- Bachelor’s degree in Business, Marketing, Technology, or related field.
- Strong exposure to Application Development, Digital Transformation, Automation, Cloud, or Data services.
- Experience selling multi-million-dollar IT services engagements is a strong plus.