General Overview of the Role

The Sales Director is responsible for driving revenue growth within an assigned territory or region. This role carries ownership of the annual sales booking quota, new customer acquisition, and maintaining a strong and healthy sales pipeline. The Sales Director leads business development initiatives, oversees sales operations, and ensures alignment with organizational goals.

This position requires a strategic thinker who can design and execute sales plans, build lasting partner and customer relationships, and optimize the cost and effectiveness of selling products and services—with a strong focus on enterprise transformation initiatives, including mainframe modernization, legacy system transformation, and cloud adoption.

Key Responsibilities

1. Strategy and Planning

Develop and implement sales strategies aligned with overall business objectives.
Analyze market trends, customer needs, and competitive landscape to identify growth opportunities.
Drive go-to-market strategies for mainframe modernization, legacy database transformation (e.g., DB2, Sybase), and cloud migration initiatives.
Set clear sales goals, targets, and performance metrics.

2. Leadership and Team Management

Lead, mentor, and manage a team of sales managers and representatives.
Recruit, train, and develop high-performing sales professionals.
Enable the team with domain knowledge in legacy modernization and cloud transformation solutions.
Ensure the team has access to the necessary tools, resources, and training to succeed.

3. Sales Performance Management

Monitor sales performance using KPIs and metrics.
Identify performance gaps and implement improvement strategies.
Drive accountability and continuous improvement across the sales team, particularly in complex transformation deals.

4. Customer Relationship Management

Build and maintain strong relationships with key customers and strategic accounts.
Engage with CXOs and IT leadership on modernization roadmaps and cloud strategies.
Participate in high-value negotiations and deal closures.
Address customer concerns and ensure high levels of customer satisfaction.

5. Business Development

Identify and pursue new business opportunities, partnerships, and market segments.
Drive opportunities in application modernization, legacy database migration, and cloud transformation programs.
Develop compelling sales proposals and negotiate contracts.
Expand the organization’s customer base and market presence.

6. Sales Forecasting and Budgeting

Analyze historical data and market trends to forecast sales performance.
Develop and manage sales budgets effectively.
Ensure achievement of revenue targets while optimizing costs across large-scale opportunities.

7. Cross-functional Collaboration

Collaborate with marketing, product, and finance teams to align strategies.
Work closely with delivery and solution teams to shape modernization approaches (re-platform, refactor, re-engineer).
Partner with cloud providers (e.g., AWS, Azure, GCP) for joint go-to-market and solution alignment.
Share market insights and customer feedback to support business decisions.

8. Reporting and Analysis

Provide regular reports on sales performance, forecasts, and market insights.
Track competitive activities and industry trends in mainframe modernization and cloud adoption.
Use data-driven insights to inform strategy and decision-making.

Required Skills and Qualifications

Advanced knowledge of Information Technology Security Compliance.
Strong understanding of mainframe environments (COBOL, Assembler, JCL), legacy databases (DB2, Sybase), and modernization approaches.
Experience working with cloud platforms such as AWS, Azure, or Google Cloud, including migration and modernization strategies.
Proven leadership and team management capabilities.
Strong communication, negotiation, and interpersonal skills.
Excellent customer service orientation.
Strategic thinking with strong organizational and problem-solving abilities.
Ability to analyze data and translate insights into actionable strategies.
Creative and results-driven mindset.

Education and Experience

Bachelor’s degree in Business, Marketing, Information Technology, or a related discipline; Post Graduate qualification (MBA / PGDM) preferred.
10+ years of extensive experience in sales, preferably within IT Services, Technology Solutions, or consulting.
Strong understanding of IT services, including Cloud, Managed Services, Cybersecurity, and Digital Transformation offerings.
Demonstrated experience driving client relationships and business growth through complex, solution-based deals, including large-scale Mainframe Modernization, Legacy Transformation, and Cloud Migration engagements.

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