Director

Prognova; Coimbatore District; Hybrid; INR 17,225,000 - 26,794,000; Full time

Job summary

Prognova seeks a highly experienced Director of North America Enterprise Sales (Supply Chain & Industrial Distribution) to lead complex, enterprise-level sales initiatives across the North American market. The role requires deep relationships with CIOs, CEOs, and other senior leaders, and involves navigating long sales cycles, partnerships, and strategic alliances.

The ideal candidate has 10–15+ years of enterprise B2B sales experience, a proven North America selling pedigree, and a strong

Qualifications

• 10–15+ years in enterprise B2B sales / business development.
• Proven track record selling to North American organizations.
• Ability to engage C-level executives and manage multi-stakeholder cycles.
• Experience selling ERP, WMS, SCM tech, or related enterprise software.
• Strong negotiation, presentation, and relationship-building skills.
• Willingness to travel extensively to North America.

Responsibilities

• Develop and execute North American enterprise sales strategy.
• Identify and generate new business opportunities via networking, referrals, outbound sales, and partnerships.
• Own the complete sales cycle from prospecting to contract closure.
• Build and maintain relationships with CEOs and other C-level executives.
• Manage complex, multi-stakeholder enterprise sales cycles.
• Develop a strong sales pipeline to drive revenue growth.
• Identify target accounts and craft account-specific strategies.
• Develop proposals, commercial terms, and sales strategies.
• Negotiate contracts with enterprise clients.
• Collaborate with delivery teams to ensure smooth handoff.

Skills

Enterprise B2B sales

North America sales

C-level engagement

Complex deal closing

Strategic partnerships

Executive relationship building

Job description

Job Title: Director - North America Enterprise Sales (Supply Chain & Industrial Distribution)

Years of Experience: 10-15+ years of enterprise B2B sales experience.

Location: India (Remote/Hybrid)

Travel: Frequent travel to the United States (25-40%)

Reporting To: CEO

Job Overview

We are seeking a senior enterprise sales leader with deep relationships in the North American supply chain, manufacturing, industrial distribution, logistics, or enterprise software ecosystem. This is not a traditional BPO sales role. We are looking for someone who understands complex enterprise sales, can engage C-level executives, leverage an existing professional network, build strategic partnerships, and open doors to mid-market and enterprise organizations. The ideal candidate has previously sold enterprise software, consulting, digital transformation, managed services, ERP, WMS, supply chain technology, or logistics solutions into North American organizations.

Key Responsibilities

Enterprise Sales

• Develop and execute the North American enterprise sales strategy.
• Identify and generate new business opportunities through networking, referrals, outbound sales, and partnerships.
• Own the complete sales cycle from prospecting to contract closure.
• Build and maintain relationships with CEOs, C-level executives, business leaders, and procurement teams.
• Manage complex, multi-stakeholder enterprise sales cycles.
• Develop and maintain a strong sales pipeline and ensure consistent revenue growth.

Business Development

• Identify target accounts and develop account-specific sales strategies.
• Conduct market research to identify new opportunities within North American industries.
• Develop proposals, presentations, commercial proposals, and sales strategies.
• Negotiate contracts and commercial terms with enterprise clients.
• Work closely with internal teams to ensure smooth transition from sales to delivery.

Strategic Partnerships

• Build and maintain relationships with ERP implementation partners
• Systems integrators
• Supply chain consulting firms
• Technology providers
• Industrial associations
• Distribution networks
• Private equity firms
• Industry influencers and strategic partners

Market Development

• Industrial Distribution
• Manufacturing
• Supply Chain
• Logistics
• HVAC
• Electrical Distribution
• Plumbing Distribution
• Building Materials
• Automotive Aftermarket
• MRO
• Medical Distribution
• Wholesale Distribution
• Retail Supply Chain

Executive Engagement

• Represent the company at industry conferences, trade shows, executive meetings, and partner events.
• Build strong relationships with senior decision-makers.
• Conduct executive-level presentations and business discussions.
• Position the company's solutions based on customer business challenges and objectives.

Account Growth

• Identify cross-selling and upselling opportunities within existing accounts.
• Develop long-term strategic relationships with key customers.
• Work with delivery and leadership teams to identify additional business opportunities.
• Support customer retention and account expansion initiatives.

Required Skills & Experience

• 10-15+ years of experience in enterprise B2B sales / business development.
• Proven experience selling to North American / US-based organizations.
• Strong existing network among enterprise decision-makers.
• Experience in complex enterprise sales and long sales cycles.
• Demonstrated ability to close high-value enterprise deals.
• Experience selling one or more of the following:
  • Enterprise Software
  • ERP Solutions
  • WMS Solutions
  • Supply Chain Technology
  • Manufacturing Software
  • SaaS Solutions
  • IT Services
  • Digital Transformation
  • Consulting Services
  • Managed Services
  • BPO / Business Process Services
• Strong C-level communication and stakeholder management skills.
• Excellent negotiation, presentation, and relationship-building skills.
• Strong commercial and strategic thinking.
• Willingness to travel extensively across North America.