Manager - Technical Sales, Business Development & Customer Success

Artpark; Bengaluru; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

Yaanendriya is seeking a field-facing leader to drive market and account development across defence, aerospace, unmanned systems and robotics from Bengaluru. You will translate complex technical offers into customer value, coordinate multi-team engagement and shape strategic partnerships for long-term account growth.

You will own the end-to-end sales process, from discovery through to commercial handover, while ensuring disciplined execution and customer outcomes.

Qualifications

• Experience in B2B technical sales or customer-facing roles in complex tech.
• Ability to translate technical concepts into customer value propositions.
• Proven track record in developing strategic accounts and partnerships.

Responsibilities

• Define target segments and priority accounts across defence, aerospace, unmanned systems, robotics and industrial automation.
• Coordinate technical engagement, prepare proposals, and manage opportunity briefs across teams.
• Develop routes to market through OEMs, system integrators and partners; support tenders and exhibitions.
• Translate capabilities into differentiated customer value; develop product decks and proposal templates.
• Establish handover from sale to delivery; maintain proactive post-sale engagement and account expansion.
• Maintain CRM discipline, pipeline reviews and forecasting; protect confidential information.

Skills

B2B tech sales

Account management

Product marketing

Customer relationship

Technical sales

Job description

Location: Bengaluru; customer and field travel as required

Type: Full-time

Experience: 3-7 years

About Yaanendriya

Yaanendriya is an Indian deep-technology company building advanced sensing, navigation and control solutions for defence, robotics, unmanned systems and industrial applications. Our work spans inertial measurement units (IMUs), GNSS receivers, navigation controllers, inertial navigation systems (INS), sensor fusion and technologies for reliable operation in challenging and GNSS-denied environments.

We are building an indigenous technology platform-not merely a catalogue of products. This requires commercial teams that can combine market judgement, technical respect, disciplined execution and long-term customer stewardship.

The Opportunity

This is not a conventional field-sales, tele-sales or digital-marketing position. You will operate at the intersection of technology, customer problems, commercial judgement and long-term relationships.

You will identify and prioritise high-potential accounts, understand complex requirements, coordinate technical engagement, build compelling proposals, progress opportunities to orders and ensure that customers experience disciplined execution after the sale. Product marketing and market development are part of the role, but revenue quality and customer outcomes remain the central mandate.

What makes this role distinctive

You are expected to learn enough technology to ask intelligent questions and represent Yaanendriya credibly-while knowing exactly when engineering validation is required. Technical fluency is essential; unsupported technical promises are unacceptable.

What You Will Own

1. Market and Account Development

• Define and continuously refine target segments, ideal customer profiles and account priorities across defence, aerospace, unmanned systems, robotics, industrial automation, research and other relevant sectors.
• Build account maps covering programmes, platforms, decision-makers, influencers, procurement pathways, incumbent technologies and potential areas of import substitution.
• Create structured account-entry and engagement plans for priority customers rather than relying on generic lead lists.
• Develop relationships with OEMs, system integrators, laboratories, institutions, channel partners and ecosystem stakeholders.
• Identify credible domestic and international market opportunities aligned with Yaanendriya s product and execution capabilities.

2. Technical Sales and Opportunity Conversion

• Conduct structured discovery to understand the customer s application, platform, operating environment, performance expectations, interfaces, integration constraints, timelines, procurement process and decision criteria.
• Translate customer discussions into accurate internal opportunity briefs for engineering, product, manufacturing, finance and leadership teams.
• Coordinate technical meetings, demonstrations, samples, evaluations, trials and proof-of-concept engagements.
• Prepare customer-specific presentations, quotations, techno-commercial proposals, responses to enquiries and supporting documentation.
• Progress qualified opportunities through defined stages-from discovery and technical validation to negotiation, purchase order and commercial handover.
• Protect commercial discipline, delivery feasibility and long-term account value during negotiation.
• Never make unverified commitments on specifications, customisation, price, compliance, delivery or support.

3. Business Development and Strategic Partnerships

• Develop routes to market through OEM relationships, system integrators, distributors, strategic partners and institutional collaborations.
• Evaluate partnership and MoU opportunities against measurable outcomes such as customer access, pilots, programmes, orders or capability development.
• Develop account-specific strategies for complex, long-cycle or multi-stakeholder opportunities.
• Support tenders, exhibitions, industry events, customer workshops and ecosystem programmes with disciplined pre-event and post-event execution.
• Work directly with founders on strategic accounts, high-value negotiations and institutional relationships.

4. Product Marketing and Sales Enablement

• Translate technical capabilities into precise, differentiated and credible customer value propositions.
• Develop and improve product decks, capability presentations, application notes, case studies, FAQs, comparison documents and proposal templates.
• Work with engineering teams to validate technical communication and appropriately qualify performance claims.
• Support account-based campaigns, product announcements, technical content, webinars and exhibitions.
• Capture market feedback, recurring requirements, objections and competitor intelligence for product and leadership decisions.
• Measure marketing activity through relevant account engagement and commercial progression-not superficial impressions alone.

5. Customer Success and Account Expansion

• Establish a clear handover from commercial closure to fulfilment, onboarding, integration and post-sale engagement.
• Maintain proactive communication during evaluation, delivery, integration, support and subsequent use.
• Coordinate customer questions and open items with the appropriate technical, operations or finance owner and close the communication loop.
• Conduct periodic account reviews to understand adoption, satisfaction, upcoming programmes and expansion potential.
• Identify repeat orders, cross-sell, new applications, references and long-term account-development opportunities.
• Communicate transparently when timelines, specifications or dependencies change; protect customer trust over short-term convenience.

6. Commercial Operations and Forecast Discipline

• Maintain a current CRM containing accounts, contacts, opportunity values, stages, probabilities, expected closure dates, risks and next actions.
• Produce reliable weekly and monthly pipeline, activity and forecast reviews for leadership.
• Track proposal turnaround, sales-cycle progression, conversion, revenue, delivery dependencies and payment follow-up.
• Build repeatable processes for qualification, meetings, proposals, demonstrations, handovers and customer reviews.
• Protect confidential customer, defence, product and commercial information.

How Success Will Be Measured

• Quality, value and maturity of the qualified opportunity pipeline.
• New-customer acquisition, order conversion, revenue and quality of commercial contribution.
• Opportunity-stage conversion, sales-cycle progression and forecast accuracy.
• Development of strategic accounts and partnerships into measurable business outcomes.
• Repeat orders, account expansion, customer satisfaction and post-sale communication quality.
• Proposal quality, follow-up reliability, CRM discipline and internal coordination.
• Accuracy and usefulness of market intelligence, product feedback and commercial collateral.

A note on performance

Activity alone is not performance. Meetings, contacts, MoUs and proposals must progressively translate into qualified opportunities, customer outcomes and commercially meaningful results.

Candidate Profile Essential

• Relevant experience in B2B technical sales, business development, key-account management, product marketing or customer success.
• Experience selling or supporting complex technology products, engineering solutions, components, systems or enterprise products.
• Strong written and verbal communication, including customer meetings and high-quality proposal development.
• Demonstrated ability to manage multi-stage opportunities with disciplined follow-through.
• Ability and willingness to learn technically complex products in depth.
• Strong ownership, judgement, integrity, attention to detail and comfort working with founders and cross-functional teams.

Preferred

• Background in electronics, electrical engineering, instrumentation, mechatronics, aerospace, mechanical engineering, robotics or a related field.
• An MBA or strong commercial experience combined with a credible technical foundation.
• Exposure to defence, aerospace, drones, robotics, industrial automation, navigation, sensors, embedded systems or electronics.
• Experience engaging OEMs, system integrators, government organisations, research institutions or long-cycle enterprise customers.
• Working familiarity with IMUs, GNSS, INS, navigation, control systems, embedded products or unmanned platforms.
• A formal engineering qualification is preferred but not mandatory for an exceptional candidate with demonstrable technical learning ability and complex B2B sales success.

Indicative First 90 Days

• Develop a working understanding of Yaanendriya s products, applications, terminology and customer value propositions.
• Review and organise the existing commercial pipeline and establish clear stage definitions and review discipline.
• Build a structured map of priority segments, accounts, contacts and entry strategies.
• Participate in discovery, technical discussions, demonstrations and proposal preparation.
• Improve core presentations, proposal formats, account documentation and customer handover processes.
• Create account plans for selected high-priority opportunities and present a grounded two-quarter market-development plan.

Why Join Yaanendriya

• Work on strategically important indigenous technologies in navigation, sensing and control.
• Engage sophisticated applications across defence, robotics, unmanned systems and industry.
• Work directly with founders, engineers and technical decision-makers.
• Influence product positioning, market strategy and the customer journey at an early stage.
• Build a commercial function where credibility and execution matter more than superficial selling.

ARTPARK @ IISc : Innovation factory for next-gen robotics & AI

ARTPARK is Indias leading deep-tech venture builder and incubator focused on robotics, connected autonomous systems, and AI. Leveraging our unique facilities and ecosystems, we strive to provide meaningful support to very early-stage startups building deep-tech products based in research. We are a nonprofit organization created by Indian Institute of Science (IISc, Bengaluru) with support from the Department of Science & Technology (Government of India) and the Government of Karnataka.