ISR Lead- Enterprise Sales

Job Title : ISR Lead- Enterprise Sales 

Experience : 6+ years

Location: HSR, Bangalore (Onsite)

WFO- 5 days

Immediate Joiners are preferred

Own net-new revenue across large enterprises by acquiring new logos and closing multi-tower cloud services deals spanning migration, application modernization, data/AI, security, DevOps, and managed services. Lead complex, multi-stakeholder pursuits, build executive alignment, and drive disciplined governance for predictable growth.

Role summary

Drive new-logo acquisition in target enterprise accounts across priority industries; position end-to-end cloud transformation and managed services.

Build and convert a strategic pipeline through targeted prospecting, industry events, and partner-led motions; own ARR/gross margin targets with accurate forecasting.

Orchestrate co-build, co-market, and co-sell with hyperscaler enterprise teams; leverage programs, funding, and marketplace mechanisms where applicable.

Key responsibilities

Territory, account strategy, and pipeline

Build an enterprise territory plan with named accounts, whitespace, and competitive displacement strategies; maintain 3–5x coverage.

Create multi-threaded entry across CIO, CTO, CDO, CISO, CFO, Procurement, and Business Unit leaders; develop executive relationships and account plans.

Sales execution and deal leadership

Lead full-cycle, complex pursuits: discovery, value hypotheses, business case/TCO, solution shaping with architects, proposals/SOWs, negotiation, and close.

Structure multi-phase programs (assessments, landing zones, migrations, app/data modernization, GenAI pilots to production, managed services) with clear success criteria.

Executive alignment and governance

Facilitate steering committees and QBRs; align to enterprise roadmaps, operating models, and compliance frameworks; manage risk and escalations.

Run rigorous deal reviews, stage-by-stage conversion tracking, and forecast governance; ensure CRM fidelity and executive visibility.

Alliance and ecosystem

Co-sell with hyperscaler enterprise teams; align to programs, funding, and incentives; drive joint account planning and pipeline generation.

Activate ISV and GSI/consulting partnerships as needed for solution completeness and scale; explore marketplace-directed transactions.

GTM and enablement

Package repeatable enterprise plays (data platform accelerators, migration factories, application modernization waves, FinOps, security uplift, GenAI CoEs).

Build case-led narratives and references; run industry roundtables, workshops, and targeted campaigns with measurable follow-through.

Required experience :

8–12 years in enterprise technology/services sales with consistent net-new logo acquisition and multi-million deal closures in India.

Proven wins across cloud migration, modernization, data/AI, security, DevOps, and managed services; command of enterprise buying cycles and procurement.

Hands-on co-sell motions with hyperscalers and experience leveraging partner programs, funding, and marketplace; familiarity with multi-partner pursuits.

Skills and competencies

Executive selling: board-ready narratives, ROI/TCO, risk and compliance alignment, and cross-functional stakeholder management.

Complex deal orchestration: MEDDICC/BANT-light rigor, competitive strategy, commercial modeling, and principled negotiation through legal/procurement.

Prospecting excellence: named-account research, persona mapping, personalized outreach, and building executive sponsors and champions.

Nice to have

Cloud certifications (foundational/associate) and exposure to enterprise data platforms, MDM, analytics/AI, and security operating models.

Experience with large-scale transitions to managed services, landing zone modernization, and marketplace-based commercial constructs.

KPIs

Net-new ARR/gross margin and bookings; new enterprise logos per half-year.

Qualified pipeline coverage, stage conversion, sales cycle time, average deal size, and win rate.

Co-sell influenced revenue, program/funding utilization, and marketplace contribution.

Forecast accuracy, CRM hygiene, and QBR/steerco health metrics.

Sample day-to-day

Named-account outreach and executive meetings; discovery and value workshops with IT and business leaders; follow-ups from industry events.

Internal solutioning with architects and delivery leads; business case/TCO creation; commercial modeling and term-sheet iteration.

Pipeline/forecast reviews, pursuit war-rooms on top deals, and joint planning sessions with hyperscaler and ISV partners

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Reporting 

Reports to Head of Sales; collaborates closely with Solution Architecture, Delivery, Alliances, and Marketing.

 

. Skillset Required: Sales, Leadership, Cloud, AWS, Azure, GCP, Sales execution, GTM, Executive Selling, Net-new logo acquisition, Large enterprise accounts, CXO-level selling, Cloud services sales, Cloud migration, Security & DevOps sales, ARR / bookings ownership, Pipeline management