Sales Head

Position Overview 

The Sales Head drives revenue generation, pipeline development, and client acquisition for SCM YUGA. This role owns the entire sales process from lead qualification to deal closure, manages the sales team, and ensures achievement of revenue targets. The Sales Head works closely with Marketing (lead generation), Delivery (solution design and resource planning), and leadership (strategic account management). 

Responsibilities 

Revenue & Pipeline Management 

• Own and deliver on annual revenue targets and quarterly sales quotas 
• Build and manage sales pipeline across prospecting, qualification, proposal, and closure stages 
• Track pipeline health, conversion metrics, and sales forecasting accuracy 
• Identify and pursue strategic opportunities in SAP consulting and IT services market 
• Should be capable of handling outbound and inbound leads

Sales Team Leadership 

• Build, lead, and mentor high-performing sales team (Account Executives, Business Development Managers) 
• Set individual sales targets, conduct performance reviews, and manage sales compensation 
• Drive sales capability development through training, coaching, and best practice sharing 
• Implement sales processes, CRM discipline, and pipeline hygiene standards 

Client Relationship & Account Management 

• Develop and maintain relationships with key decision-makers at target accounts 
• Lead strategic account planning, executive engagement, and relationship mapping 
• Participate in high-value deal negotiations, contract discussions, and commercial terms 
• Own client renewals, upsells, and cross-sell opportunities within existing accounts 

Pre-Sales & Solution Design 

• Coordinate with CTO and Solution Architects on technical solution design 
• Lead proposal development, pricing strategy, and commercial structuring 
• Ensure solution feasibility and resource availability with Delivery Head 
• Participate in client presentations, demos, and proof-of-concept initiatives 

Cross-Functional Collaboration 

• Partner with Marketing Manager on lead generation, demand gen campaigns, and MQL-to-SQL handoff 
• Co-own reverse funnel tracking and conversion optimization with Marketing 
• Ensure smooth handoff to Delivery team post-deal closure (kickoff, resource allocation, SOW) 
• Provide market intelligence and competitive insights to CEO and product strategy 

Process Accountability 

• Accountable for: Sales & Pre-Sales Process (as per process documentation) 
• Responsible for: Lead qualification, opportunity management, proposal development, contract negotiation 
• Approve: Sales team hiring, sales incentive payouts, client entertainment expenses up to ₹50,000 
• Escalate to COO/CEO: Strategic deals, pricing exceptions, major contract deviations 

Requirements

• Bachelor’s / Master’s degree in Business, Engineering, or related field; MBA preferred 
• 10+ years of B2B sales experience with 5+ years in leadership roles 
• Proven track record in IT services, SAP consulting, or enterprise software sales 
• Strong understanding of SAP ecosystem, consulting sales cycles, and enterprise buying processes 
• Experience building and scaling sales teams in high-growth environments 
• Excellent negotiation, communication, and relationship-building skills 
• Proficiency with CRM systems (Salesforce, HubSpot) and sales analytics 

What You’ll Gain at SCM YUGA 

• Opportunity to lead impactful global logistics projects 

• Work with advanced SAP technologies—BTP, Fiori/UI5, CDS, OData 

• Career growth with a clear path in technical leadership 

• Access to continuous training and development 

• Flexible, collaborative work culture with autonomy