WE ARE HIRING: Head of Enterprise Sales

Location: Sri Lanka
Employment Type: Full time
Industry: Information Technology / Systems Integration

Role Overview

We are seeking an accomplished and strategic Head of Enterprise Sales to lead enterprise business development, key account management, revenue growth, and sales leadership within the information technology and systems integration sector.

The selected candidate will be responsible for developing and executing enterprise sales strategies, leading high-value customer acquisition, managing strategic accounts, building technology partner alliances, and securing complex IT solution opportunities across corporate, government, and institutional customer segments.

This role requires extensive experience in the IT sector, with direct experience in a Systems Integration company being mandatory.

Key Responsibilities

• Develop and execute the enterprise sales strategy in line with overall business objectives.
• Lead business development across enterprise, corporate, government, and institutional customer segments.
• Drive sales across systems integration, IT infrastructure, cloud, networking, cybersecurity, data centre, enterprise software, managed services, and digital transformation solutions.
• Identify large and complex business opportunities and develop structured account-winning strategies.
• Build and maintain strong relationships with CIOs, CTOs, procurement leaders, finance leaders, and senior business decision-makers.
• Lead customer engagement throughout the full enterprise sales cycle.
• Manage strategic account planning, customer acquisition, retention, cross-selling, and upselling initiatives.
• Work closely with technical, solution architecture, presales, service delivery, finance, legal, and procurement teams.
• Develop competitive technology solutions aligned with customer requirements.
• Review and approve proposals, solution presentations, commercial submissions, pricing models, tender responses, and contractual terms.
• Lead negotiations for high-value and strategically important business opportunities.
• Secure large-value corporate, government, and institutional projects.
• Develop account plans for major customers and increase revenue through long-term service agreements.
• Build strategic relationships with global technology manufacturers, OEMs, distributors, and channel partners.
• Manage partner-led opportunities, certifications, joint account planning, and go-to-market initiatives.
• Establish sales targets, KPIs, pipeline standards, and forecasting processes.
• Lead, coach, and develop the enterprise sales team to improve productivity and performance.
• Conduct regular pipeline reviews and ensure opportunities progress within agreed timelines.
• Maintain visibility of sales revenue, gross profit, order value, collections, conversion rates, and forecast accuracy.
• Monitor market trends, customer technology priorities, competitor activity, and emerging enterprise solutions.
• Provide market intelligence, commercial insights, and strategic recommendations to senior management.
• Ensure sales activities comply with internal governance, pricing, profitability, and risk-management requirements.
• Represent the organization at executive meetings, customer forums, industry events, and technology partner engagements.

Candidate Profile

• Bachelor's degree in Business Management, Marketing, Information Technology, Engineering, or a related discipline.
• Postgraduate qualification or MBA will be an advantage.
• Minimum 14 years of progressive experience in enterprise sales, business development, or key account management.
• Extensive experience in the IT sector is mandatory.
• Direct working experience in a Systems Integration company is mandatory.
• Proven experience managing enterprise technology sales and complex solution-selling cycles.
• Strong knowledge of systems integration, IT infrastructure, cloud solutions, networking, cybersecurity, data centres, enterprise platforms, and managed services.
• Demonstrated experience winning large-value corporate, government, or institutional projects.
• Proven experience leading enterprise sales teams and managing senior sales professionals.
• Strong relationships with enterprise customers, technology partners, distributors, and industry stakeholders.
• Experience managing tenders, complex proposals, commercial negotiations, and long-term contracts.
• Demonstrated ability to achieve revenue, profitability, customer acquisition, and market-growth targets.
• Strong understanding of pricing, margins, gross profit, collections, and commercial risk.
• Excellent ability to build long-term relationships with customers and technology partners.
• High level of accountability, integrity, professionalism, and results orientation.

Skills and Competencies

• Strategic sales leadership and commercial management.
• Enterprise solution selling and consultative sales expertise.
• Strong leadership, coaching, and team-development ability.
• Excellent executive-level communication and presentation skills.
• Advanced negotiation and stakeholder-management capability.
• Strong financial, commercial, and profitability awareness.
• Ability to understand complex technology solutions and business requirements.
• Strong decision-making, analytical, and problem-solving skills.
• Excellent sales forecasting and pipeline-management capability.
• Ability to influence senior stakeholders and manage high-value opportunities.
• Strong market intelligence and competitor-analysis skills.
• Ability to work with cross-functional technical and commercial teams.
• Ability to perform under pressure and deliver against ambitious sales targets.

Priority Candidate Profile

• Candidates currently working in enterprise sales leadership roles within IT or systems integration companies.
• Candidates with experience selling solutions across IT infrastructure, cloud, cybersecurity, networking, data centres, ERP, managed services, or enterprise software.
• Candidates with proven exposure to corporate, government, and institutional technology projects.
• Candidates with strong OEM, distributor, and technology partner relationships.
• Candidates with a track record of leading enterprise sales teams and closing complex, high-value deals.

Ready to take your career to new heights?

We're InTalent Asia, your go-to recruitment partner in Sri Lanka, and we've got an exciting opportunity for you! Our client is looking for a strategic and results-driven professional to fill the role of Head of Enterprise Sales.

Apply now and see how you can be the perfect fit for this exclusive leadership position!

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