Director, Head of Sales

Logo of Nagarro

Nagarro

πŸ“Remote - United States

Job highlights

Summary

Join our team as a Head of Sales for North America and drive revenue growth by establishing and nurturing new client relationships across the region. As a seasoned sales leader, you will develop and implement a sales strategy, lead a team of sales professionals, and build strong relationships with senior-level stakeholders.

Requirements

  • 8+ years in IT services sales, with at least 3 years in a leadership role focused on new business acquisition; proven track record in securing large consulting and service contracts
  • Strong strategic thinking, exceptional communication and negotiation skills; experience with long sales cycles and complex deal structuring
  • Deep understanding of the IT services landscape, including managed services, consulting, and digital transformation
  • Demonstrated ability to lead and develop a high-performing sales team in a service-oriented environment
  • Skilled in using data and sales metrics to inform strategy and drive decision-making
  • Familiarity with CRM systems (e.g., Hubspot), sales enablement tools, and analytics software
  • Bachelor’s degree in Business, Marketing, Information Technology, or a related field; MBA or equivalent is a plus

Responsibilities

  • Develop and implement a North American sales strategy focused on acquiring new customers and increasing market share
  • Lead and manage a team of sales professionals dedicated to new business acquisition
  • Set clear goals, sales targets, and KPIs aligned with company objectives and revenue growth
  • Drive the end-to-end sales cycle from prospecting to closing, with a relentless focus on engaging new clients and winning large consulting and IT services contracts
  • Identify and prioritize high-potential markets and sectors for new logo acquisition
  • Partner with marketing and Business Units to develop strategies and campaigns that resonate with new customer segments
  • Develop a scalable sales process tailored for complex IT service contracts, including managed services, consulting engagements, and long-term partnerships
  • Collaborate with internal Business Units to ensure proposals and commitments are feasible and aligned with our capabilities
  • Utilize CRM systems and other tools to track pipeline progress, forecast sales, and manage relationships effectively
  • Analyze and monitor sales metrics to assess team performance, identify growth opportunities, and make data-driven decisions
  • Provide regular reporting to senior leadership on pipeline health, sales performance and effectiveness, market trends, and competitive landscape
  • Drive the adoption of sales automation and CRM tools to enhance efficiency, transparency, and visibility into sales activities
  • Work closely with cross-functional teams, including marketing, solution architects, and delivery teams, to ensure seamless client proposals and engagements
  • Partner with the legal and finance teams to structure contracts, manage negotiations, and align on terms that mitigate risk while driving business value
  • Ensure that sales strategies and approaches align with overall company goals and capabilities
  • Stay informed on industry trends, competitor strategies, and technological advancements in the IT services space
  • Represent the company at industry conferences, forums, and events to build our brand, network with potential clients, and identify new business opportunities
  • Build and maintain relationships with senior-level stakeholders and decision-makers in target markets
  • Recruit, train, and mentor a team of sales professionals focused on selling IT services and consulting engagements
  • Cultivate a results-driven and collaborative culture within the sales team, encouraging continuous learning and improvement
  • Provide coaching and guidance to ensure each team member can effectively communicate our value proposition and close complex deals

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