Enterprise Sales Director - IT Hardware

The Business Head – Enterprise Sales will be responsible for the overall growth, strategy, and profitability of our enterprise IT hardware business. The role requires a strategic business leader with strong expertise in enterprise sales, P&L management, large-account acquisition, channel development, and sales team leadership.

The candidate will own business planning, revenue generation, market expansion, strategic partnerships, and operational coordination to build a scalable and profitable enterprise business.

Key Responsibilities

1. Business Strategy & Leadership

Develop and execute the overall business strategy for enterprise IT hardware sales.

Establish annual business plans, revenue targets, growth strategies, and profitability objectives.

Identify new market opportunities, customer segments, and business expansion avenues.

Build a scalable enterprise sales model aligned with the company's long-term growth objectives.

Work closely with senior management on business planning, strategic decisions, and performance reviews.

2. Revenue Growth & P&L Management

Take ownership of business revenue, gross margins, profitability, and overall financial performance.

Drive sustainable revenue growth through enterprise accounts, strategic partnerships, and channel networks.

Develop pricing strategies, commercial models, and customer acquisition plans.

Monitor business performance against targets and implement corrective actions where required.

Manage sales forecasts, budgets, collections, and working capital considerations.

3. Enterprise Sales & Key Account Management

Build relationships with CXOs, CIOs, CTOs, IT Heads, procurement leaders, and senior decision-makers.

Drive acquisition of large enterprise customers and strategic corporate accounts.

Lead high-value negotiations, commercial discussions, and major contract closures.

Develop long-term partnerships and recurring revenue opportunities through bulk procurement and annual IT refresh contracts.

Expand business across IT/ITES, BFSI, manufacturing, healthcare, education, and other enterprise sectors.

4. Sales Team Building & Performance Management

Build, lead, and mentor a high-performing enterprise sales team.

Define sales structures, territory plans, account ownership, and performance metrics.

Establish a performance-driven sales culture focused on revenue, margins, customer acquisition, and retention.

Review sales performance, pipeline health, conversion rates, and individual productivity.

Develop leadership capability within the team to support future business expansion.

5. Channel Development & Strategic Partnerships

Develop and expand relationships with system integrators, IT distributors, resellers, and strategic business partners.

Create channel strategies to increase enterprise market penetration and geographical reach.

Identify partnership opportunities that support bulk sales and recurring business.

Establish commercial frameworks and partner engagement models to drive sustainable growth.

6. Market Expansion & Business Development

Drive market positioning and adoption of certified refurbished laptops, desktops, workstations, servers, monitors, and related IT hardware.

Identify emerging customer needs, market trends, competitor strategies, and pricing opportunities.

Lead business development initiatives across enterprise and institutional customer segments.

Explore opportunities in tenders, RFQs, RFPs, and large-scale corporate procurement.

Develop strategies to communicate the commercial and sustainability benefits of refurbished IT hardware.

7. Cross-Functional Business Management

Work closely with operations, procurement, refurbishment, finance, pre-sales, and logistics teams.

Align inventory availability, product specifications, pricing, and delivery capabilities with enterprise demand.

Ensure customer satisfaction, timely fulfilment, effective collections, and resolution of escalated issues.

Establish business reporting mechanisms and ensure accurate forecasting and CRM discipline.

Required Qualifications & Experience

Bachelor's degree in Business Administration, Sales, Marketing, Engineering, or a related discipline.

MBA/PGDM in Business Management, Sales, or Marketing preferred.

12–20 years of experience in enterprise sales, B2B business development, or IT hardware sales.

Significant experience in leading business units, enterprise sales functions, or large sales teams.

Demonstrated track record of driving revenue growth, profitability, and strategic account acquisition.

Experience in P&L ownership, business planning, budgeting, and commercial negotiations.

Strong understanding of enterprise IT hardware, IT infrastructure, distribution, or technology solutions.

Experience managing senior customer relationships and developing strategic business partnerships.

Required Competencies

Strategic business leadership and decision-making.

P&L management and financial acumen.

Enterprise sales strategy and revenue growth.

Large-account acquisition and relationship management.

Team building, leadership, and performance management.

Channel development and strategic partnerships.

Commercial negotiations and contract management.

Market analysis, business forecasting, and execution excellence.

Preferred Industry Background

IT Hardware and IT Infrastructure

Enterprise Technology Solutions

IT Distribution and Channel Sales

Laptop, Desktop, Server, and Workstation Sales

System Integration and Corporate IT Procurement

Refurbished IT Hardware, ITAD, or IT Asset Lifecycle Management

Key Performance Indicators

Overall business revenue and profitability.

Gross margin achievement and P&L performance.

Enterprise customer acquisition and strategic account growth.

New market development and channel expansion.

Sales team productivity and target achievement.

Customer retention and repeat business.

Sales pipeline growth and forecast accuracy.

Collection performance and working capital discipline.

What We Offer

Leadership opportunity to build and scale an enterprise business.

Direct involvement in strategic business decisions and market expansion.

Opportunity to contribute to the growth of India's refurbished IT hardware industry.

A collaborative environment with opportunities for professional growth.

Compensation aligned with experience, leadership capability, and business impact.

Candidates with proven experience in business leadership, enterprise IT hardware sales, P&L management, and large-scale revenue growth are encouraged to apply.

Must-have skills

IT hardware sales