3C IT SOLUTIONS & TELECOMS INDIA LIMITED
Website:
3citsolutions.com
Job details:
JOB DESCRIPTION
Service Sales Head – Growth Market (Hunting)
Company: 3C IT Solutions & Telecoms (India) Limited (3C ITS)
Department: Sales / Business Development
Position: Service Sales Head – Growth Market (Hunting)
Function: Service Sales – New Business Acquisition
Level: Senior Management
Location: Pune
Reporting To: CEO / National Sales Head
Team: Service Sales / Business Development Team
1. JOB PURPOSE
The Service Sales Head – Growth Market (Hunting) will be responsible for driving new business acquisition and revenue growth for 3C ITS by identifying, developing and converting new customers and service opportunities.
The position will focus primarily on hunting and acquiring new logos, developing new markets, creating service-led opportunities and building a sustainable sales pipeline across 3C ITS's offerings in IT Infrastructure, Cloud & Data Centre, Managed Services, Cybersecurity, Networking, Backup & Disaster Recovery, Virtualization, AMC/CMC, Professional Services and other technology solutions.
The incumbent will own the complete business-development cycle—from market identification and prospecting through customer engagement, solution positioning, commercial negotiation, closure and handover to the Service Delivery / Operations team.
2. KEY RESPONSIBILITIES
A. New Customer Acquisition / Hunting
- Identify and acquire new customers / new logos for 3C ITS.
- Develop and execute a structured hunting strategy for assigned markets and industry segments.
- Build a healthy database of prospective customers, CXOs, IT Heads, CIOs, CTOs, Procurement Heads and other decision-makers.
- Conduct regular cold calls, email campaigns, LinkedIn outreach, references, networking and face-to-face customer meetings.
- Generate qualified leads independently rather than depending solely on inbound enquiries.
- Establish relationships with senior decision-makers in target accounts.
- Convert prospects into active opportunities and customers.
- Maintain continuous prospecting activity to ensure a sustainable sales funnel.
B. Service Sales Growth
Drive sales of the following service and solution categories, as applicable:
- Managed IT Services
- Managed Network Services
- Data Centre Services
- Cloud Services
- Cybersecurity Services
- Backup & Disaster Recovery
- AMC / CMC / Comprehensive Support Services
- IT Infrastructure Management
- Network & Security Operations
- Server / Storage / Virtualization Services
- Professional & Implementation Services
- Remote Monitoring & Management
- Annual Support / Managed Support Contracts
- Cloud Migration and Infrastructure Transformation
- Digital Infrastructure Solutions
- Other emerging technology and managed-service offerings of 3C ITS
The incumbent will be expected to identify service opportunities within new customers and develop recurring-revenue opportunities.
3. MARKET DEVELOPMENT
- Identify new geographical markets, industries, customer segments and business verticals.
- Conduct market mapping and competitor analysis.
- Identify industries with high potential for managed services and IT infrastructure solutions.
- Develop account lists and territory-wise hunting plans.
- Identify whitespace opportunities and untapped customer segments.
- Monitor competitor offerings, pricing, service models and market trends.
- Recommend new service offerings based on market demand.
- Build 3C ITS's presence in emerging and high-growth markets.
4. LEAD GENERATION & PIPELINE MANAGEMENT
- Maintain a robust and continuously growing sales pipeline.
- Ensure sufficient pipeline coverage against monthly, quarterly and annual targets.
- Maintain accurate opportunity stages in the CRM.
- Ensure all leads and opportunities are updated on a timely basis.
- Track:
- New leads generated
- Qualified opportunities
- Customer meetings
- Proposals submitted
- POCs / demos
- Commercial negotiations
- Order bookings
- Conversion ratio
- Pipeline value
- Sales cycle
- Expected closure dates
- Maintain a minimum pipeline coverage as prescribed by management.
- Eliminate stagnant and low-probability opportunities through regular pipeline reviews.
5. CUSTOMER ENGAGEMENT
- Conduct regular face-to-face meetings with prospective customers.
- Understand customer business challenges, IT environment, pain points and future requirements.
- Engage CXO-level and senior IT stakeholders.
- Develop strong business relationships with newly acquired customers.
- Position 3C ITS as a technology and managed-services partner, rather than merely a product/system supplier.
- Conduct solution presentations, capability presentations and business discussions.
- Identify opportunities for cross-selling and up-selling after initial customer acquisition.
6. CONSULTATIVE / SOLUTION SALES
- Understand customer requirements and translate them into appropriate service solutions.
- Work closely with the Presales, Engineering, OEM/Partner and Service Delivery teams to develop solutions.
- Prepare customer-specific solution proposals and commercial propositions.
- Develop ROI / TCO-based business cases wherever applicable.
- Ensure that proposals address both technical requirements and business outcomes.
- Participate in customer presentations, technical discussions and negotiations.
- Ensure commercial proposals are aligned with approved pricing and margin requirements.
7. STRATEGIC PARTNER & OEM ENGAGEMENT
Work closely with 3C ITS's OEM, technology and service partners to:
- Generate joint leads.
- Conduct joint customer meetings.
- Develop new service propositions.
- Participate in partner-led campaigns.
- Leverage OEM relationships for new customer acquisition.
- Develop joint GTM strategies.
- Generate opportunities through partner ecosystems.
8. SALES CLOSURE & COMMERCIAL RESPONSIBILITY
- Own the sales opportunity from lead generation through closure.
- Prepare and negotiate commercial proposals within approved authority.
- Maintain appropriate gross margin / contribution as defined by management.
- Coordinate with Finance, Presales, Procurement, Legal and Service Delivery for deal closure.
- Ensure all commercial commitments made to customers are documented and approved.
- Ensure timely submission of quotations, proposals, contracts and purchase-order documentation.
- Drive closure of opportunities within the planned sales cycle.
9. HANDOVER TO SERVICE DELIVERY
After order closure:
- Ensure complete and accurate handover of customer commitments to Service Delivery / Operations.
- Conduct internal handover meetings.
- Ensure scope of work, SLA, commercials, timelines and customer expectations are clearly documented.
- Support Service Delivery during initial customer engagement where required.
- Remain engaged with the customer during the transition period.
- Identify opportunities for additional services after successful onboarding.
10. REVENUE & BUSINESS TARGETS
The incumbent will be responsible for achieving:
- Monthly service-sales targets.
- Quarterly and annual revenue targets.
- New-logo acquisition targets.
- New customer count.
- New recurring-revenue / managed-service contracts.
- Gross margin targets.
- Pipeline-generation targets.
- Customer meeting targets.
- Proposal and conversion targets.
The position should maintain a strong balance between short-term revenue generation and long-term recurring service revenue.
11. SALES REPORTING & CRM DISCIPLINE
- Maintain complete and accurate customer and opportunity information in the CRM.
- Submit daily / weekly / monthly sales reports as prescribed.
- Provide:
- Lead-generation report
- Customer-meeting report
- Pipeline report
- Opportunity status
- Forecast report
- Order-booking report
- New-logo report
- Lost-opportunity analysis
- Ensure CRM data reflects the actual status of opportunities.
- Participate in periodic sales reviews with senior management.
12. TEAM LEADERSHIP
Where a team is assigned:
- Lead, mentor and guide the Service Sales / Hunting team.
- Define individual targets and activity plans.
- Review team performance regularly.
- Conduct pipeline reviews and opportunity reviews.
- Coach team members on prospecting, consultative selling, negotiation and closure.
- Drive a performance-oriented hunting culture.
- Identify capability gaps and recommend training.
- Ensure team members achieve agreed sales KPIs.
13. QUALIFICATION & EXPERIENCE
Educational Qualification
- Bachelor's degree in Engineering, IT, Business Administration, Sales or a related discipline.
- MBA / PGDM in Sales & Marketing will be an advantage.
Experience
- 10–15+ years of relevant experience in IT Infrastructure / IT Services / Managed Services / Cloud / Cybersecurity / Networking / Data Centre / System Integration sales.
- Proven experience in new-logo acquisition and hunting sales.
- Experience in selling to mid-market and enterprise customers.
- Strong exposure to CXO-level selling and consultative sales.
- Experience in selling recurring / managed service contracts will be preferred.
14. REQUIRED COMPETENCIES
Business & Sales Competencies
- Strong hunting and prospecting skills.
- Consultative selling.
- Enterprise / B2B sales.
- Solution selling.
- Negotiation and commercial skills.
- Business development.
- Account penetration.
- Pipeline management.
- Forecasting.
- Strategic thinking.
Technical / Domain Knowledge
Working knowledge of:
- Networking
- Data Centre
- Cloud
- Cybersecurity
- Server & Storage
- Virtualization
- Backup & DR
- Managed Services
- IT Infrastructure
- SLA / AMC / CMC models
The incumbent need not be a technical engineer but must possess sufficient technical understanding to engage customers and work effectively with Presales and Engineering teams.
Behavioural Competencies
- High ownership and accountability.
- Result-oriented approach.
- Strong communication and presentation skills.
- Customer-centric mindset.
- Persistence and resilience.
- Ability to work under aggressive sales targets.
- Strong networking ability.
- Ability to influence senior stakeholders.
- Team leadership and collaboration.
- Ethical and professional conduct.
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