Enterprise Sales Specialist

Job Description -

Job Title: Enterprise Sales Specialist – Datacenter Solutions

Location: Pune

Experience: 5 – 10 Years in B2B

Job Overview

The Enterprise Sales Specialist – Datacenter is responsible for driving revenue growth by selling enterprise-grade datacenter solutions, including server, storage, hyperconverged infrastructure (HCI), virtualization, enterprise networking.

This role focuses on acquiring new enterprise accounts, developing strategic relationships with CXOs/IT leadership, and collaborating with OEM partners (e.g., Dell Technologies, HPE, Cisco, NetApp, Lenovo, VMware, Nutanix) to close complex end-to-end IT infrastructure deals.

Key Responsibilities

• Business Development & Account Acquisition
• Identify, prospect, and acquire new enterprise customers across targeted industry verticals (e.g., BFSI, IT/ITeS, Manufacturing, Healthcare).
• Build and maintain a healthy pipeline of enterprise datacenter opportunities to consistently achieve quarterly and annual revenue/margin targets.
• Relationship & CXO Management
• Build long-term, trusted relationships with key decision-makers, including CIOs, CTOs, IT Heads, Procurement, and Enterprise Architects.
• Map enterprise accounts to understand their IT roadmap, digital transformation goals, and upcoming refresh or expansion cycles.
• OEM Partner Ecosystem Engagement
• Collaborate closely with leading datacenter OEMs (Dell Technologies, HPE, Cisco, Nutanix, NetApp, VMware, etc.) to co-sell, register leads, and leverage OEM funding programs.
• Act as the primary liaison between OEM regional teams and internal presales teams to build joint go-to-market strategies.
• Solution Pitching & Deal Closing
• Drive the complete consultative sales cycle from opportunity qualification, solution pitching, RFP/RFQ responses, commercial negotiation, to contract execution.
• Work closely with internal presales architects to formulate technical Bill of Materials (BoMs), Proof of Concepts (PoC), and technical/commercial proposals tailored to customer requirements.
• Commercial Management & Collections
• Oversee gross margin targets, pricing strategy, commercial compliance, and timely payment collections in line with agreed payment terms.

Requirements & Technical Expertise

• Core Sales Skills: Proven track record in B2B enterprise direct sales, solution selling, key account management, and consultative selling within a Systems Integration environment.
• Domain Knowledge: Strong understanding of datacenter technology domains, including:
• Compute & Storage: Blade Servers, Enterprise Storage (SAN/NAS/All-Flash), HCI (Nutanix/VxRail).
• Virtualization & Software-Defined: VMware, Red Hat OpenShift, Hyper-V, Hybrid Cloud Architectures.
• Data Protection & DR: Backup appliances, Disaster Recovery solutions, Replication software.
• Networking & Security: Datacenter Switching, SD-WAN, Enterprise Security Integrations.
• OEM Certifications (Preferred): Sales or Business Professional certifications from Dell, HPE, Cisco, or VMware.
• Education: Graduate (B.Tech / B.E. / B.Sc) required; MBA in Marketing/IT is a strong plus.