TECEZE
Website:
teceze.com
Job details:
HEAD OF SALES – FIELD SERVICES
Global Sales Leadership •$100M Revenue Target
Job Title
Head of Sales – Field Services
Division / Tower
Field Services (FS) Tower
Function
Global Sales & Business Development
Location
Chennai & Bangalore, India
Reports To
Head of Field Services / Chief Revenue Officer
Revenue Target
$100M Annual Sales Target
Global Scope
Americas, EMEA & APAC
Travel
Up to 30% (domestic and international)
Role Overview
The Head of Sales – Field Services is the senior commercial leader responsible for driving the global revenue engine of the Field Services Tower. With an annual sales target of $100M, this role owns the end-to-end GTM sales strategy, pipeline generation, deal closure, and client acquisition for field services across all geographies. The role requires a proven sales leader with deep experience targeting Global Systems Integrators (GSIs) and direct enterprise clients, building and managing high-performing BDM teams, and delivering consistent revenue growth while maintaining gross margin targets and customer satisfaction benchmarks.
Key Responsibilities
1. Global GTM Sales Strategy for Field Services
- Design, own, and execute the global go-to-market sales strategy for the Field Services Tower, targeting $100M in annual revenue.
- Define the sales strategy across three core client segments: Global Systems Integrators (GSIs), Direct Enterprise Clients, and Internet Service Providers (ISPs)/Telecom operators.
- Develop market penetration plans by region (Americas, EMEA, APAC) with territory mapping, target account lists, and revenue allocation by geography.
- Build the field services value proposition and competitive positioning—differentiating Teceze’s offerings across break-fix, IMAC, smart hands, digital workplace, IT infrastructure, wireless, and data centre services.
- Create and maintain a rolling 12-month sales plan with quarterly milestones, pipeline coverage ratios, and win-rate targets.
- Partner with Marketing to develop demand generation campaigns, thought leadership content, industry event strategies, and digital lead generation programmes.
- Identify and cultivate strategic alliances with OEMs, technology vendors, and channel partners to create joint GTM motions and co-sell opportunities.
2. Targeting GSIs & Direct Clients
- Develop and execute a dedicated GSI engagement programme—identifying tier-1 and tier-2 GSIs globally and building strategic partnerships for sub-contracting, co-delivery, and white-label field services.
- Build a direct enterprise sales pipeline targeting Fortune 500 and mid-market companies across key verticals: BFSI, healthcare, retail, manufacturing, technology, and government.
- Develop tailored proposals, commercial models, and pricing strategies for GSI partnerships (rate-card based, outcome-based, managed service models) and direct client engagements.
- Own and manage the RFP/RFI/RFQ response process end-to-end, collaborating with Pre-Sales, Solutions, Legal, and Delivery teams.
- Build executive-level relationships with C-suite and procurement leaders at target GSIs and enterprise clients.
- Track and analyse win/loss data to continuously refine targeting criteria, messaging, and competitive strategies.
3. Gross Margin Targets & CSAT Ownership
- Own gross margin performance for the FS Tower’s sales portfolio, ensuring all deals are structured to meet or exceed defined margin thresholds.
- Develop pricing governance frameworks—including minimum margin floors, escalation protocols for below-threshold deals, and value-based pricing strategies.
- Collaborate with Finance and Delivery to model deal economics, including resource costs, travel, sub-contractor margins, and overhead allocation.
- Take shared ownership of Customer Satisfaction (CSAT) scores, ensuring that sales commitments are realistic, deliverable, and set clients up for a positive experience.
- Participate in quarterly business reviews (QBRs) with key clients to maintain relationship continuity from sales through delivery.
- Implement a client feedback loop—gathering post-sale and ongoing satisfaction data to inform GTM improvements and account growth strategies.
4. BDM Team Management
- Recruit, build, and lead a high-performing team of Business Development Managers (BDMs) across Chennai, Bangalore, Hyderabad, Pune, and Delhi.
- Define clear roles, territories, account assignments, and quota structures for each BDM aligned to regional and segment-level revenue targets.
- Establish a structured sales methodology and cadence: weekly pipeline reviews, monthly deal clinics, and quarterly strategy sessions.
- Implement CRM discipline (Salesforce/HubSpot)—ensuring accurate pipeline data, opportunity staging, forecast accuracy, and activity tracking.
- Provide hands-on coaching, deal support, and joint selling alongside BDMs for strategic or high-value pursuits.
- Create a performance-driven culture with transparent scorecards, recognition programmes, and career development pathways.
5. Annual Sales Target – $100M
- Deliver $100M in annual sales revenue for the Field Services Tower through a balanced mix of new logo acquisition, existing account expansion, and GSI partnership revenue.
- Build and maintain a healthy pipeline with a minimum 3x coverage ratio against annual targets.
- Manage deal velocity—tracking and optimising average sales cycle length from lead to close across different segments and deal sizes.
- Develop and present monthly and quarterly sales performance reports to the executive leadership team, including revenue actuals vs. targets, pipeline health, conversion rates, and forecast confidence levels.
- Identify and mitigate revenue risks through proactive pipeline management, deal acceleration tactics, and contingency planning.
6. KPI/KRA Management – Sales Team
- Define and manage comprehensive KPIs and KRAs for all sales team members, including:
Revenue Achievement: % of individual and team quota attained (monthly, quarterly, annual).
Pipeline Generation: Value of new qualified opportunities added per month.
Win Rate: % of qualified opportunities converted to closed-won deals.
Average Deal Size: Revenue per closed deal by segment (GSI, Direct, ISP).
Sales Cycle Length: Average days from opportunity creation to close.
Gross Margin per Deal: Average margin on closed deals vs. target threshold.
Activity Metrics: Outbound calls, meetings booked, proposals sent, demos delivered.
- Conduct monthly performance reviews with each BDM and quarterly calibration sessions with the broader sales leadership team.
- Implement performance improvement plans (PIPs) where necessary and manage underperformance constructively.
- Recognise and reward top performers through incentive programmes, President’s Club, and accelerated career development.
Qualifications & Experience
Required:
- Bachelor’s degree in Business, Marketing, Engineering, or related discipline.
- 15+ years in B2B technology sales or IT services sales, with at least 5 years in a senior sales leadership role owning $50M+ annual targets.
- Proven track record of selling IT field services, managed services, or IT infrastructure services to GSIs and large enterprise clients.
- Experience building and managing geographically distributed sales teams of 10+ BDMs/Account Executives.
- Deep understanding of GSI ecosystem dynamics, sub-contracting models, and partner-led sales motions.
- Strong commercial acumen: deal structuring, pricing strategies, contract negotiation, and margin management.
- Proficiency with CRM platforms (Salesforce, HubSpot) and sales analytics tools.
- Experience selling across Americas, EMEA, and APAC markets.
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