Enterprise Sales Specialist

The Enterprise Sales Specialist is an individual contributor responsible for driving sustainable revenue growth by building a strong enterprise sales funnel, closing high-value deals, and expanding market presence across priority industries. This role requires a highly strategic, execution-driven sales professional with hands-on experience navigating complex enterprise environments, managing multi-stakeholder buying committees, and executing solution-based selling.

Key Responsibilities

1. Revenue Ownership & Execution

• Own and consistently deliver quarterly and annual individual revenue targets.
• Drive end-to-end closure of large, complex enterprise deals with multi-month sales cycles.
• Develop strategic account plans to maximize revenue, margin, and long-term value for assigned target accounts.
• Maintain disciplined revenue tracking and provide accurate, reliable individual forecasting.

2. Funnel Development & Pipeline Management

• Build and manage an active pipeline to meet and sustain coverage targets (minimum 3–5x of assigned quota).
• Generate qualified pipeline through proactive outbound prospecting, enterprise networks, referrals, and strategic partnerships.
• Maintain rigorous funnel discipline , optimizing conversion rates, sales velocity, and overall deal hygiene.
• Focus on pipeline quality and deal fit to ensure higher win rates and sustainable account delivery.

3. Industry Penetration & Prospecting Strategy

• Execute targeted expansion strategies within core priority sectors:
• BPO / Outsourcing Services
• IT Services / Technology Solutions / Systems Integration
• Engineering Services / Technical Services / Infrastructure Solutions
• Identify, penetrate, and convert anchor accounts within target verticals.
• Build a strong professional presence within enterprise ecosystems and key industry networks.
• Provide market insights to Marketing and Product teams to help refine industry-specific value propositions.

4. Enterprise Account Management & Expansion

• Manage and expand key enterprise accounts , focusing on wallet share growth and account retention.
• Map, engage, and maintain relationships with C-level executives, senior decision-makers, and key procurement stakeholders.
• Uncover and drive cross-sell and upsell opportunities across service lines.
• Ensure high client satisfaction during the sales cycle and throughout ongoing contract management.

5. Full-Cycle Sales Execution

• Execute a consultative, solution-driven enterprise sales process from initial contact to contract execution.
• Lead the full sales cycle : Prospecting → Qualification → Discovery & Solutioning → Proposal Development → Commercial Negotiation → Closing.
• Translate complex business requirements into tailored enterprise solution proposals.
• Align commercial deal terms internally with Delivery, Finance, and Legal teams prior to client submission.

6. Cross-Functional Alignment

• Collaborate closely with Customer Success, Delivery, Finance, Legal, and Marketing teams to advance deals smoothly.
• Facilitate seamless handovers from Sales to Delivery and Customer Success post-close.
• Ensure pricing, SLAs, and solution scopes match internal capabilities and business margins.
• Share structured market feedback from lost/won deals to refine go-to-market positioning.

7. Performance Tracking & Reporting

• Maintain accurate CRM records (deal stages, contact logs, close dates, and deal values).
• Track and report on individual performance metrics :
• Revenue achievement vs. target
• Funnel generation, conversion, and velocity
• Account penetration within priority sectors
• Present regular updates during weekly pipeline reviews, monthly performance checks, and QBRs.

Qualifications

Education: Bachelor’s degree in Business, Marketing, Engineering, IT, or a related field.

Experience:

• Proven track record in B2B enterprise sales with direct responsibility for closing complex deals.
• Experience navigating multi-stakeholder procurement environments and long sales cycles.
• Early-career enterprise sales professionals with strong commercial acumen, high confidence, and exceptional executive communication skills are encouraged to apply.

Industry Focus: Strong background or active network in one or more priority verticals:

• BPO / Business Process Outsourcing
• IT Services / System Integration / Tech Solutions
• Engineering / Infrastructure / Technical Services
• Manpower/Staffing

Sales Methodology: Proficient in consultative, solution-selling methodologies (e.g., SPIN, Challenger, MEDDPICC/MEDDIC).

Skills & Attributes:

• Strong business acumen, negotiation skills, and ability to engage C-level decision-makers.
• Highly self-motivated, target-driven, and capable of working independently to build pipeline.
• Excellent verbal, written, and presentation skills with a professional presence.