Head of Sales

HEAD OF SALES & STRATEGIC BUSINESS DEVELOPMENT

Location: Hyderabad, India

Reporting To: Chief Executive Officer (CEO)

Experience: 16–18+ Years

Function: Sales & Strategic Business Development

Industry Focus: Life Sciences | CRM | Data & Analytics | Technology Services

Role Overview

CRM and customer experience solutions

Data, analytics and data engineering services

Technology consulting and implementation

IT staffing and technology resource solutions

Life Sciences organizations and related ecosystem

Strategic accounts and enterprise relationships

US and New Zealand markets, with scope to expand into other global markets

The role requires a strong hunter mindset, extensive industry connections, executive-level relationship-building capability and the ability to independently open doors, create opportunities and drive deals from initial engagement through closure.

The successful candidate will work closely with the CEO, Centre Head, Marketing, Delivery, IT Staffing and Technology teams to ensure that sales strategy, market positioning, solutioning, delivery capability and commercial objectives are aligned.

Key Responsibilities

1. Strategic Business Development

Identify and build new revenue streams across CRM, Data, Analytics, IT Staffing and Technology Services.

Develop a strong outbound sales strategy focused on enterprise and strategic accounts.

Identify target organizations, decision-makers, industry influencers and potential business partners.

Build and maintain a high-value sales pipeline across target markets.

Develop account-entry strategies and establish relationships with C-suite and senior business/technology stakeholders.

Convert market intelligence, relationships and industry networks into qualified business opportunities.

2. Life Sciences Industry Growth

Establish FocalCXM as a credible technology and services partner within the Life Sciences industry.

Develop relationships with pharmaceutical, biotechnology, healthcare and other relevant Life Sciences organizations.

Identify business challenges where FocalCXM’s CRM, Data, Analytics and technology capabilities can create measurable value.

Develop industry-specific propositions, use cases and go-to-market strategies in collaboration with Marketing and Delivery.

Build a strong understanding of the Life Sciences technology landscape, buying cycles and decision-making ecosystem.

3. US & New Zealand Market Development

Drive strategic business development across the US and New Zealand markets.

Leverage existing professional networks and relationships to create new opportunities.

Build relationships with enterprise clients, technology leaders, business leaders, partners and industry influencers.

Represent FocalCXM in international client meetings, industry forums, conferences and business events.

Identify emerging market opportunities and recommend appropriate market-entry strategies.

Develop a sustainable pipeline rather than relying solely on inbound opportunities.

4. Executive-Level Client Relationship Management

Develop and maintain long-term relationships with key clients and strategic accounts.

Act as a senior executive representative of FocalCXM with prospective and existing clients.

Establish trusted-advisor relationships with CXOs and senior decision-makers.

Understand client business priorities and proactively identify opportunities for expansion, cross-sell and up-sell.

Ensure strong executive engagement throughout the sales and client lifecycle.

Participate in strategic account reviews and client relationship meetings.

5. Outbound Sales & Pipeline Ownership

Own the complete outbound sales cycle from prospecting → qualification → discovery → solution alignment → proposal → negotiation → closure.

Build a robust pipeline of qualified opportunities.

Develop account-based sales strategies for high-value prospects.

Conduct executive-level discovery and business conversations.

Lead commercial negotiations in coordination with the CEO and relevant internal stakeholders.

Maintain accurate sales forecasting and provide regular pipeline and revenue updates to the CEO.

Establish measurable sales KPIs covering pipeline generation, conversion, revenue and strategic account acquisition.

6. Cross-Functional Leadership

The Sales Head will work closely with multiple functions and will be expected to connect market opportunity with internal capability.

Marketing

Partner with Marketing to develop industry-specific campaigns and thought leadership.

Define target accounts and market segments.

Support events, webinars, conferences and demand-generation initiatives.

Provide market and client insights to strengthen FocalCXM’s positioning.

Delivery

Work closely with Delivery leadership to understand capabilities, case studies, differentiators and solution feasibility.

Ensure client expectations are aligned with delivery capabilities.

Support solution development and client presentations.

Identify opportunities for account expansion based on delivery relationships.

IT Staffing

Collaborate with the staffing team to identify and pursue technology staffing opportunities.

Develop strategic staffing relationships with enterprise clients.

Identify opportunities to combine staffing with broader technology, CRM and Data engagements.

Technology / IT

Work with the technology team to understand FocalCXM’s technology capabilities and develop compelling client propositions.

Translate client business challenges into appropriate technology solutions.

Participate in solution discussions, demonstrations and strategic presentations where required.

CEO

Work directly with the CEO on strategic accounts, major pursuits, market expansion and revenue growth initiatives.

Provide regular updates on pipeline, market intelligence, competitive landscape and strategic opportunities.

Support development of FocalCXM’s long-term commercial strategy.

7. Industry Events & Market Representation

The Sales Head will be a key external face of FocalCXM and is expected to actively represent the organization in the market.

Responsibilities include:

Attend and represent FocalCXM at relevant global conferences, expos, industry forums and networking events.

Build relationships with prospective clients and industry stakeholders at events.

Identify strategic sponsorship, partnership and speaking opportunities.

Represent FocalCXM professionally in the US, New Zealand and other relevant markets.

Build FocalCXM’s brand visibility and credibility within the Life Sciences and technology ecosystem.

Convert event participation into measurable business opportunities and relationships.

8. Strategic Partnerships & Ecosystem Development

Identify potential technology, consulting and business partners that can accelerate FocalCXM’s growth.

Develop strategic alliances within the CRM, Data, Analytics and Life Sciences ecosystem.

Explore channel, referral and co-selling opportunities.

Build relationships with complementary technology and services organizations.

Identify opportunities to expand FocalCXM’s service portfolio through strategic partnerships.

Candidate Profile

We are looking for a commercially strong senior leader who combines industry relationships, sales execution, strategic thinking and executive presence.

Required Experience

16–18+ years of overall experience

in B2B technology sales, enterprise business development, consulting or IT services.

Proven experience in outbound enterprise sales and strategic business development.

Strong experience selling technology services, preferably across CRM, Data, Analytics, Digital Transformation or IT Staffing.

Strong understanding and network within the Life Sciences industry is highly preferred.

Demonstrated experience working with US and/or New Zealand markets.

Existing relationships with CXOs, senior technology leaders, business leaders and enterprise decision-makers.

Proven ability to independently generate and close large-value opportunities.

Experience managing strategic accounts and complex enterprise sales cycles.

Preferred Industry Experience

Candidates with experience selling into:

Pharmaceutical companies

Biotechnology organizations

Healthcare organizations

Life Sciences technology companies

Enterprise technology organizations

CRM / Customer Experience organizations

Data & Analytics organizations

will be strongly preferred.

Key Competencies

Strategic Business Development

Enterprise Sales

Outbound / Hunter Sales

C-Suite Relationship Management

Life Sciences Industry Expertise

CRM & Data Services Sales

Consultative Selling

Account-Based Selling

Strategic Account Management

Commercial Negotiation

Pipeline & Forecast Management

Global Market Development

Executive Presence

Networking & Relationship Building

Cross-functional Leadership

Market Intelligence

Partnership Development

Success Measures / KPIs

The success of this role will be measured through a combination of revenue, pipeline, relationship and strategic-growth indicators, including:

New business revenue generated

Qualified outbound pipeline

Enterprise accounts acquired

Sales conversion and win rate

Average deal value

Strategic account growth

CRM and Data services revenue

Life Sciences client acquisition

US and NZ market penetration

C-suite relationships developed

Strategic partnerships established

Cross-sell and up-sell opportunities

ROI from industry events and market engagements

Life Sciences, CRM, Data and Technology services business across international markets.

Location: Hyderabad

Reporting: Directly to the CEO

Role Type: Senior Leadership / Strategic Business Development