Job Description

Key Responsibilities:

• Revenue & Pipeline Management
  • Achieve assigned annual revenue and gross margin targets
  • Build and maintain a qualified B2B sales pipeline (6–18 month cycle)
  • Drive large-scale project acquisition
  • Maintain accurate forecasting and defend pipeline during management reviews
• Strategic Account Development
  • Manage and grow relationships with key enterprise clients (ICT, Enterprise, banking, government)
  • Develop account penetration strategies and long-term engagement plans
  • Identify cross-sell and upsell opportunities (Services, Solutions and products)
  • Position company as a trusted advisor in business continuity and uptime assurance
• Solution Selling & Technical Positioning
  • Lead consultative selling approach focused on business continuity and ROI
  • Coordinate with engineering teams to design tailored solutions
  • Participate in technical discussions
  • Present integrated solutions, services or products to technical and executive stakeholders
• Tender & Contract Management
  • Lead RFP/RFQ responses and commercial structuring
  • Conduct commercial negotiations including pricing, payment terms, SLA conditions, and risk clauses
  • Evaluate contractual exposure and align with management on risk mitigation
  • Ensure profitable deal structuring aligned with the targets
• Market Intelligence & Competitive Strategy
  • Monitor competitor positioning and pricing trends
  • Identify new vertical opportunities

Provide strategic input to pricing and go-to-market strategy

Requirements

Qualifications & Requirements:

Education

• Bachelor’s degree in Engineering (Electrical/Mechanical preferred)
• MBA is a plus

Experience

• 3 – 7 years of experience in B2B enterprise sales
• Proven track record in infrastructure, power solutions, data centers, telecom, or mission-critical sectors
• Demonstrated success closing high-value, long-cycle projects
• Experience engaging high level stakeholders

Technical Competencies

• Understanding of:
  • Mission Critical infrastructure including UPS systems & power infrastructure….
  • Data center environments
  • Service Level Agreements (SLA)
• Ability to interpret technical specifications and tender documents

Commercial Skills

• Strong negotiation skills
• Financial literacy
• Contract structuring awareness
• Risk assessment capability

Soft Skills

• Executive presence
• Strategic thinking
• High ownership mindset
• Strong communication and presentation skills
• Ability to engage with cross-functional teams

Performance KPIs

• Annual Revenue Target
• Gross Margin Achievement
• Pipeline Coverage Ratio
• Strategic Account Growth
• Win Rate on Tenders
• New Logo Acquisition