Senior Consultative Sales -B2B/ Solution Sales

Consult Shekhar Pandey; Mumbai; On-site; INR 4,000,000 - 5,000,000; Full time

Job summary

Consult Shekhar Pandey is seeking a commercially strong B2B sales professional to identify business problems, engage senior decision-makers, and convert complex opportunities into significant revenue. The role demands a proven consultative selling track record and the ability to manage multi-stakeholder deals.

The ideal candidate will own the full sales cycle, build strategic account plans, and collaborate with product and delivery teams to create compelling value propositions.

Qualifications

• MBA/PGDM from a reputed institution.
• Strong B2B consultative/solution-selling experience across complex environments.
• Proven track record of meeting or exceeding sales/revenue targets.
• Experience selling to senior decision-makers and managing multi-stakeholder deals.
• Strong ability to articulate ROI, business value and differentiation.

Responsibilities

• Own the complete B2B sales cycle from prospecting to closure and account expansion.
• Engage CXOs and senior stakeholders to understand strategic pain points and build compelling value-led proposals.
• Collaborate with product, delivery and SME teams to tailor solutions and win high-value deals.
• Build and manage a robust pipeline with clear stages, probabilities and timelines.
• Drive cross-sell/up-sell within existing accounts and develop revenue forecasts.

Skills

B2B consultative selling

Senior stakeholder engagement

CRM proficiency

Forecasting & pipeline

MBA/PGDM

Education

MBA / PGDM

Tools

CRM systems

Job description

Role Overview

We are looking for a commercially strong consultative sales professional who can identify business problems, engage senior decision-makers, shape tailored solutions and convert complex B2B opportunities into significant revenue. The candidate should come from a credible solution-sales environment and demonstrate a clear, measurable track record rather than merely relationship-based selling.

Key Responsibilities

• Own the complete B2B sales cycle: prospecting, discovery, solutioning, proposal, negotiation, closure and account expansion.
• Engage CXOs, business heads and senior stakeholders to understand strategic and operational pain points.
• Translate client needs into compelling, value-led solutions in partnership with product, delivery and subject-matter teams.
• Build and manage a strong qualified pipeline with clear stages, probability, timelines and next actions.
• Generate new logos while expanding existing accounts through cross-sell and up-sell opportunities.
• Develop account strategies, territory plans and revenue forecasts.
• Conduct senior-level presentations, commercial discussions and negotiations.
• Use market intelligence, referrals, networking and structured outbound activity to create opportunities.
• Maintain accurate CRM discipline and provide transparent pipeline and forecast reporting.
• Collaborate across marketing, product, operations and leadership teams to improve win rates and customer value.

Must-Have Qualifications & Experience

• Full-time MBA / PGDM from a reputed institution.
• Strong B2B consultative / solution-selling experience; candidates from technology, professional services, financial services, consulting, SaaS, healthcare, education or other complex B2B environments may be considered.
• Proven and quantifiable record of meeting or exceeding sales / revenue targets.
• Experience selling to senior decision-makers and managing multi-stakeholder sales processes.
• Strong commercial orientation and ability to articulate ROI, business value and differentiation.
• Excellent communication, presentation, negotiation and relationship-management skills.
• Comfort with CRM, sales analytics, pipeline management and structured forecasting.
• High ownership, intellectual sharpness, executive presence and a genuine hunter mindset.

Preferred Candidate Attributes

• Track record matters more than industry pedigree: candidates must be able to demonstrate actual numbers, deal sizes, targets and achievements.
• Strong consultative questioning and business-problem-solving ability.
• Ability to sell value rather than compete primarily on price.
• Confident with CXO conversations and complex negotiations.
• Entrepreneurial, persistent and comfortable operating with ambitious targets.
• Strong learning agility and ability to understand new products / industries quickly.

What Success Looks Like

• Achievement of revenue and new-business targets.
• Healthy qualified pipeline and strong opportunity conversion.
• Consistent acquisition and expansion of strategic B2B accounts.
• High-quality customer relationships and repeat / recurring revenue.
• Accurate forecasting and strong sales-process discipline.

Ideal Candidate

A smart, polished and ambitious MBA sales professional who has repeatedly delivered numbers in a consultative B2B environment. The person should be able to diagnose client needs, influence senior stakeholders, build a business case and close substantial opportunities.

Salary-Non Insurance 40 to 50 lacs plus incentives.