Sales Enterprise Manager

Key Responsibilities

• Drive enterprise sales across Pune, Mumbai and strategic Indian accounts.

• Acquire new enterprise customers and develop existing accounts.

• Own the complete sales cycle from prospecting and qualification through solution positioning, proposal, negotiation and closure.

• Build strong relationships with CIOs, CTOs, CISOs, DevOps Heads, Engineering Leaders, Procurement and business stakeholders.

• Sell enterprise technology solutions including:

• GitLab

• GitHub

• Jira / Atlassian

• DevOps / DevSecOps

• CI/CD platforms

• Platform Engineering

• Cloud solutions

• Infrastructure automation

• Cybersecurity

• AI / AIOps

• Managed Services

• Understand customer technology environments and identify opportunities for transformation, consolidation, automation and optimisation.

• Work closely with Datamato pre-sales, architects and delivery teams to develop the right solution.

• Conduct solution presentations, workshops, demos and customer meetings.

• Prepare and coordinate RFI, RFP, RFQ and tender responses.

• Prepare commercial proposals, BOMs, pricing, business cases and solution presentations.

• Negotiate pricing, commercial terms, contracts and service agreements.

• Maintain strong pipeline discipline, forecasting accuracy and CRM hygiene.

• Own quarterly and annual revenue, gross-margin and new-logo targets.

• Identify cross-sell and upsell opportunities within existing enterprise accounts.

• Develop strategic account plans and build long-term customer relationships.

OEM & Partner Management

This should be a major part of the role.

• Build and manage relationships with OEM sales teams, channel managers and partner managers.
• Work closely with OEMs such as GitLab, GitHub, Atlassian, IBM, Google Cloud or similar technology vendors.
• Develop joint account plans and joint GTM activities.
• Identify and register opportunities with OEM partners.
• Coordinate partner-led customer meetings, demos, workshops and PoCs.
• Maintain regular engagement with OEM account managers to generate and progress opportunities.
• Understand partner programmes, deal registration, licensing models and commercial structures.
• Coordinate with distributors and channel partners where applicable.
• Build a strong pipeline through OEM referrals, partner ecosystem, existing accounts, events and direct enterprise engagement.
• Represent Datamato in partner events, customer forums and industry conferences.

Mandatory Experience

• 6–12 years of B2B enterprise technology sales experience.

• Strong experience selling to medium and large Indian enterprise customers.

• Proven track record of achieving enterprise sales targets.

• Hands-on sales experience with at least one or more of:

• GitLab

• GitHub

• Jira / Atlassian

• DevOps / DevSecOps platforms

• Cloud platforms

• Strong enterprise account-management capability.

• Experience handling RFPs, RFIs, commercial proposals and enterprise procurement processes.

• Experience working with OEMs, distributors, alliances or technology-partner ecosystems.

• Strong understanding of subscription, licensing, SaaS and professional-services selling.

• Ability to manage complex, multi-stakeholder enterprise opportunities.

Preferred Technology Background

The candidate does not need to be deeply technical but should understand:

• DevOps and DevSecOps
• Git-based development lifecycle
• CI/CD
• Source Code Management
• Software Development Lifecycle
• Platform Engineering
• Cloud and Kubernetes
• Security within application development
• Enterprise SaaS and licensing models

Prior experience selling GitLab, GitHub or Atlassian/Jira will be strongly preferred.

Key Skills

• Enterprise solution selling
• Consultative selling
• Strategic account management
• New-logo acquisition
• OEM / partner management
• CXO-level engagement
• Commercial negotiation
• Pipeline and forecasting
• RFP / RFI management
• Account planning
• Cross-selling and upselling
• CRM discipline
• Strong presentation and communication

Candidate Profile

We are looking for someone who:

• Has a strong existing network within enterprise IT accounts.
• Can independently open and develop strategic accounts.
• Understands how to sell a technology solution rather than only licenses.
• Can combine OEM products with Datamato consulting and professional services.
• Is comfortable owning a sales number.
• Can work effectively with technical pre-sales and delivery teams.
• Is proactive with OEM partners rather than waiting for leads.
• Can develop an opportunity from initial customer discussion through final PO.
• Is comfortable travelling for customer and partner meetings.

Key Performance Indicators

• Quarterly and annual revenue achievement
• Gross-margin achievement
• New enterprise logos acquired
• Qualified pipeline generated
• Opportunity conversion ratio
• Forecast accuracy
• OEM-generated / partner-generated opportunities
• New opportunities registered with OEMs
• Existing-account expansion
• Average deal size
• Sales-cycle improvement
• Customer and partner relationship quality
• Timely CRM and opportunity updates

Preferred Qualification

• Graduate in Engineering, IT, Computer Science, Business or related discipline.
• MBA / PGDM in Sales or Marketing preferred but not mandatory.
• Relevant OEM sales certifications are an advantage.