Practice Unit Sales

A Practice Sales professional is responsible for driving revenue growth for the Salesforce practice by winning new business and expanding existing accounts through solution-led selling.

Role Overview

The Practice Sales professional owns the end-to-end sales cycle for a defined service line, aligning client business needs with the organisations capabilities to generate profitable growth.

Key Responsibilities

1. Business Development & Revenue Ownership

• Identify and pursue new business opportunities in target accounts and industries along with Geo sales teams
• Build and manage a strong sales pipeline and forecast
• Own revenue targets and drive bookings for the practice

2. Client Engagement & Solution Selling

• Understand client business problems and translate them into IT solutions
• Lead discovery discussions, workshops, and solution positioning
• Craft tailored value propositions and proposals

3. Opportunity Lifecycle Management

• Manage the full sales lifecycle:

• Lead generation

• Qualification

• Solutioning along with practice/domain teams

• Proposal & contract negotiation

• Closure

4. Collaboration with Delivery & Practice Teams

• Work closely with solution architects, consultants, and practice delivery teams to build winning solutions
• Ensure alignment between sales commitments and delivery capability

5. Account Growth & Relationship Management

• Build CXO-level relationships with key stakeholders
• Drive up-sell and cross-sell within existing practice accounts
• Act as a trusted advisor to clients

6. Market & Practice Development

• Track market trends, competitors, and emerging technologies
• Contribute to go-to-market (GTM) strategy for the practice
• Position differentiated offerings in the market

7. Pre-sales & RFP Support

• Lead or support large deal pursuits, RFP responses, and presentations
• Create solution proposals along with practice presales, pricing models, and win strategies

Key Skills Required

• Strong consultative selling and negotiation skills
• Good understanding of IT services and relevant technology stacks
• Stakeholder management (especially senior executives)
• Ability to translate business problems into IT solutions
• Financial acumen (pricing, margins, deal structuring)

KPI / Success Metrics

• Revenue vs target
• Pipeline size and conversion rate
• Deal win ratio
• Account growth
• Margin contribution