IN_Senior Manager_Business Analyst Lead_App Tech_Advisory_Mumbai

Job Description & Summary: 

We are seeking a highly accomplished, strategic, and result-oriented Senior Manager to drive the consultative selling of our software solutions. With over 12 years of experience in B2B enterprise sales, you will lead our Go-To-Market strategy with a primary focus on the Oil & Gas (Upstream, Midstream, Downstream, and Oilfield Services) sector. 

As a senior manager, you will be responsible for the entire sales lifecycle - from market mapping, account identification, lead sourcing, account lead generation to high-value contract closures and account mining. While Oil & Gas is the primary focus, your ability to leverage your sales experience across other sectors (such as FS Domestic as well as Manufacturing) will be highly valued. 

Responsibilities: 

Market Mapping: Define and execute the GTM strategy for the Oil & Gas sector (and other industries) to identify high-potential target accounts. 

Active Prospecting: Proactively source, qualify, and build a robust sales pipeline through outbound campaigns, industry networking, social selling, and leveraging existing relationships. 

Value Proposition Formulation: Tailor value propositions to address the specific pain points of the energy sector (e.g., infrastructure consulting, DC modernization, AI driven delivery, asset optimization, digital twin, IoT, DevOps, ITSM). 

CXO Engagement: Identify, map, and build deep, trusted-advisor relationships with key decision-makers, including CIOs, CTOs, VPs of Operations, Heads of Digital Transformation, and business unit leaders. 

Stakeholder Alignment: Navigate complex, multi-layered buying centers generating relevant organization red books within large national and international oil companies (NOCs/IOCs) to align our solutions with their strategic business goals. 

Account Farming: Implement strategic account planning to upsell and cross-sell software solutions, modules, and professional services within existing enterprise accounts. 

Revenue Maximization: Identify new departments, subsidiaries, or geographical regions within existing clients to expand the company’s software footprint. 

Consultative Selling: Lead technical and commercial discovery sessions to understand customer needs and position our software as the optimal solution. 

RFP & Proposal Leadership: Lead the response process for RFPs/RFIs, coordinating with Pre-Sales across practices, Legal, and Delivery teams to draft winning proposals. 

Commercial Negotiations: Drive contract, licensing, and pricing negotiations to close high-value, multi-year agreements. 

Cross-Functional Collaboration: Share market feedback and influence the GTM Offerings based on Oil & Gas industry trends. 

CRM Discipline: Maintain impeccable pipeline hygiene in Salesforce, providing accurate weekly, monthly, and quarterly sales forecasts to executive leadership. 

Required Experience & Qualifications 

Experience: Minimum of 12 years of professional experience in B2B enterprise software/SaaS sales, with a proven track record of meeting or exceeding multi-million dollar annual quotas. 

Mandatory skill sets: 

Industry Expertise: At least a decade of dedicated experience selling complex software solutions (e.g., ERP, APM, IoT, AI/ML, Supply Chain, PLM, or Digital Twin solutions) directly to the Oil & Gas / Energy sector. 

Multi-Sector Agility: Experience selling software to other capital-intensive industries (Utilities, Chemicals, Mining, heavy Manufacturing) is highly desirable. 

Network: An active and established network of CXOs, VPs, and decision-makers within the energy and natural resources sector. 

Sales Methodology: Expert knowledge of enterprise sales methodologies (e.g., Challenger Sale, MEDDPICC, SPIN Selling). 

Preferred skill sets: 

• Ability to articulate complex technical concepts in a simple, business-value-oriented language to non-technical executives. 

• Ability to look beyond immediate sales targets and build long-term, strategic partnerships. 

• Strong commercial acumen with the ability to negotiate complex legal and financial terms in multi-million dollar software contracts. 

• High self-motivation, able to operate independently in a fast-paced, evolving market. 

Years of experience required: 

15+ Years 

Education qualification: 

Bachelor’s degree in Engineering, Business, IT, or a related field. An MBA from a premier institution is highly preferred.