Account Manager (Sales)

Virtusa; Chennai District; On-site; INR 4,000,000 - 6,000,000; Full time

Job summary

Virtusa in Chennai is seeking a Senior Sales Leader to own regional revenue strategy and drive multi-million dollar quotas. You will design GTM initiatives across cloud, AI/ML, DevOps, cybersecurity, and custom app development, while managing the regional pipeline and coordinating with service lines and partners.

You will engage with MD-level stakeholders, build strategic partnerships, and collaborate with delivery, architecture, marketing, and legal teams to close deals and onboard clients.

Qualifications

• 6+ years of B2B sales experience within IT services, consulting or System Integration industry.
• Proven quota attainment for multi-million dollar teams.
• Experience closing services deals ranging from $500k to $3M+ in Total Contract Value (TCV).
• Owning Director level connects and MD level connects in the location with the Regional sales leader.
• Experience in whitespace hunting.

Responsibilities

• Drive regional revenue and meet/exceed targets.
• Design and execute a comprehensive localized GTM strategy aligned with Virtusa's portfolio (Cloud, AI/ML, DevOps, Cybersecurity, Custom App Development).
• Oversee regional sales pipeline, accurate forecasting, hygiene, and conversion rates using CRM tools.
• Collaborate with partners and service lines for pipeline generation and client onboarding.
• Work with Global Sales leadership to drive regional pipeline and stakeholder engagement at a global scale.

Skills

Tech-Savvy

Negotiation & Structuring

Communication

Job description

Revenue & Strategy

Drive Regional Revenue: Experience in owning and meeting /exceeding the Revenue and Orderbook targets.

Go-To-Market (GTM) Strategy: Design and execute a comprehensive localized sales strategy aligned with the company's portfolio (Cloud, AI/ML, DevOps, Cybersecurity, Custom App Development).

Pipeline Management: Oversee the regional sales pipeline, ensuring accurate forecasting, hygiene, and conversion rates using CRM tools (e.g., Salesforce).

Whitespace Hunting: Experience in opening new white- label logos for the account

Client & Partner Ecosystem

• MD Level Engagement: Build and maintain deep relationships with Senior client stakeholders within the account.
• Strategic Partnerships: Collaborate with partners and Service lines ( capability centers) for pipeline generation.
• Cross-Functional Collaboration: Partner with the Delivery, Solution Architecture, Marketing, and Legal teams to ensure seamless proposal creation (RFP/RFI responses) and client onboarding
• Account Level Sales Connect : Work closely with the Global Sales leaders in the account to drive regional sales pipeline and collaborate on stakeholders on a global scale.
• Account Level Delivery Connect : Work closely with delivery leaders in the account to work on pipeline closure , address client related issues and oversee client governance.

Experience & Track Record for Senior Sales leader

• Industry Experience: 6+ years of B2B sales experience within the IT Services, Consulting, or System Integration industry.
• Proven Quota Attainment: A consistent track record of meeting or exceeding multi-million dollar team quotas.
• Deal Complexity: Demonstrated success closing services deals ranging from $500k to $3M+ in Total Contract Value (TCV).
• Owning Director level connects and managing MD level connects in the location with the help of the Regional sales leader.
• Experience in Whitespace hunting.

Skillset & Competencies

• Tech-Savvy: Strong foundational knowledge of digital transformation trends, cloud environments, data analytics, and legacy modernization.
• Negotiation & Structuring: Masterful negotiation skills with a deep understanding of IT service contracts, Master Services Agreements (MSAs), and Statements of Work (SOWs).
• Communication: Exceptional presentation, storytelling, and written communication skills.