Head Of Enterprise Sales

Responsibilities Strategic & Key Accounts Lead the Key Account team responsible for SPTEL’s largest and most strategic enterprise customers mainly commercial enterprises, financial services, logistics, manufacturing, healthcare, retail and energy & utilities Drive revenue growth, retention and increased share of wallet. Build senior executive relationships and position SPTEL as a strategic digital infrastructure partner. Lead major opportunities, complex bids and strategic commercial negotiations. Drive disciplined account planning and cross-selling across SPTEL’s portfolio. Mid-Tier Enterprise Growth Develop and execute a focused strategy to materially expand SPTEL’s mid-tier enterprise customer base. Build a strong new-logo acquisition engine targeting high-potential mid-sized enterprises. Establish systematic prospecting, pipeline development and conversion disciplines. Develop repeatable sales plays and propositions that improve sales velocity and scalability. Drive both customer-count growth and recurring revenue from the mid-tier segment. Strategic Vertical Development Identify and prioritize strategic industry verticals with strong growth potential and alignment to SPTEL’s capabilities. Develop vertical-specific growth strategies, propositions and go-to-market plans. Build deep understanding of each sector’s customer needs, technology trends, buying behaviors and competitive landscape. Establish SPTEL’s credibility and market presence within selected verticals through anchor customers, strategic partnerships and ecosystem relationships. Develop industry-specific sales plays that can be replicated across customers within each vertical. Work closely with Product, Solutions and Marketing to shape differentiated propositions addressing sector-specific requirements. Build strategic relationships with industry leaders, technology partners and relevant ecosystem players. Develop the sales organization’s industry domain expertise and capability. Create measurable vertical growth plans covering pipeline, customer acquisition, revenue and market penetration. Emerging Markets & Channels Lead the Channel team responsible for extending SPTEL’s reach into emerging customer segments and markets. Develop and execute the partner and channel go-to-market strategy. Recruit and develop strategic channel, technology and ecosystem partners. Establish clear partner segmentation, commercial models, targets and performance management. Build repeatable partner propositions that enable SPTEL to scale efficiently into new markets.  Sales Leadership & Execution Own enterprise revenue, order intake, customer acquisition and pipeline targets. Establish a high-performance, growth-oriented sales culture with clear accountability. Drive rigorous pipeline management, forecasting and sales governance. Improve sales productivity, conversion rates and speed to revenue. Build and develop strong Key Account, Mid-Tier Enterprise and Channel sales teams. Personally sponsor strategic customers, major new-business opportunities and priority vertical initiatives. Collaborate across Product, Solutions, Marketing, Operations and Finance to turn market opportunities into scalable commercial propositions.

Requirements 12+ years of B2B enterprise sales experience, preferably across telecommunications, ICT, digital infrastructure, cloud, cybersecurity or managed services. Proven track record of delivering enterprise revenue growth and building high-performance sales organizations. Strong experience managing strategic/key accounts together with new-business acquisition. Demonstrated ability to develop new industry verticals and translate sector opportunities into scalable sales propositions. Experience rapidly expanding a mid-market or mid-tier enterprise customer base. Strong channel and ecosystem development experience with ability to build senior C-suite relationships and lead complex enterprise opportunities.