IBRS Looking For Head of Sales, India (with options for global growth) at Greater Delhi Area Full Time

Head of Sales

Looking for a new sales career with huge growth potential?  Intelligent Business Research Services (IBRS) is expanding into the Indian and SEA regions, and we are looking for a hands-on sales head to lead the charge. 

IBRS provides senior technology executives and their teams with practical, implementable advice and best practices for running technology operations, selecting vendors and solutions, and setting strategies.  We continually release industry-leading thought leadership research that helps our clients make the best tech decisions. But what sets IBRS apart from the competition is our inquiry service, which is ranked second to none. IBRS advisors have all been senior ICT practitioners who take the time to understand what every client is trying to achieve and only provide detailed advice to guide clients through every aspect of ICT strategy, operations, procurement and staffing.

With over two decades of service in the Australian market, we have vast expertise and an elite team of senior advisors. With the new Indian operations, IBRS is expanding its horizons while maintaining the highest standards in independent thought leadership for ICT professionals. 

The sales head will have the support of the Australian team, plus the expanded team of India-based advisors and the opportunity to introduce IBRS to India’s largely under-serviced market and then expand into SEA and potentially beyond.  With IBRS’s aggressive regional expansion strategy, the sales head will lead the charge, identifying opportunities, growing the business development team and guiding service delivery.

Position

The Sales Head plays a pivotal role in driving the growth and success of IBRS. The role will quickly expand to include managing the regional sales function and contributing to IBRS’s overall business strategy. The position is accountable for revenue generation, client relationships, and the strategic direction of the sales department. The Sales Head is not just a sales manager but a valued strategic leader within the organisation. As a sales head you are expected to drive revenue, shape the company’s market positioning, foster client relationships, and contribute to the overall success and growth of the business. Your ability to effectively manage and align the sales function with the broader business strategy is crucial for achieving sustainable success in a competitive market.

KRAs

• Revenue Generation and Client Acquisition: As the Sales Head, your primary role revolves around generating revenue for the company. Your mission includes meeting and often surpassing sales targets, which is critical for ensuring our business’s financial stability and long-term sustainability. Your proficiency in closing deals and driving sales directly and profoundly impacts the company’s financial performance. Given that this is a new venture in the targeted geography, your initial months will involve setting up and engaging in meetings with prospective customers. During this period, your focus will be crafting sales presentations tailored to each customer, aligning our service offerings with their industry-specific needs, and addressing gaps. You will personally conduct discussions with potential customers and channel partners until the point when you expand your team by recruiting managers and associates to support you in our expansion efforts.

• Prepare 10-15 meetings with potential customers during the first month. 
• Prepare 4 -5 meetings per day for 3 days visit of  IBRS senior executives with 4-5 prospects in each meeting / session
• The above will be taken into consideration while disbursing your quarterly bonus (variable component)

• Strategic Direction: The Sales Head plays a crucial role in shaping the strategic direction of the sales department. They define the sales strategy, which includes identifying target markets, setting pricing strategies, and determining sales channels. This strategic vision ensures that the company is effectively positioned in the market.

• Prepare a Sales Plan for the year which includes strategy around achieving 1 Million USD during the first year in the targeted geographic area of India, SEA, and MEA regions. The verticals of the customers targeted are – SMB, Government Sector, Health, Higher Education and Travel & Tourism. The plan needs to include cost and the revenue generation month on month for the year.

• Sales Collateral and Marketing Support: Collaborate with the marketing team / vendor to develop effective sales collateral, campaigns, and promotional materials to support sales efforts.

• Create sales presentations specific to each targeted verticals and geographies.

• Compliance and Documentation: Ensuring that all sales processes and transactions comply with relevant laws and regulations and maintain accurate and complete documentation.

• Ensure CRM is updated with all of the activities around presales and discussions with potential customers / channel partners
• Work towards keeping your calendar updated with your meetings and tasks – this is in line with the culture of the organisation to keep an effective and transparent working environment
• Update the above two for the past months before the end of each week.

• Market Analysis: Staying updated on industry trends, market dynamics, and competitor activities is vital. The Sales Head conducts market research to identify opportunities and threats, helping the company make informed decisions.

Please email resume and cover letter to Vivek Vahie – vvahie@ibrs.com.au.