Function: Sales & Business Development (Enterprise Software)
Academic: Bachelor’s/Master’s in Computer Science, Software Engineering, or related technical discipline (or equivalent practical experience) or in any discipline.
Location: Bangladesh (Dhaka-based; national travel required)
Experience: 12–15 years (software sales), with strong enterprise/ERP track record. with at least 5+ years in senior leadership
Role Purpose
The Head of Sales – ERP (DGM) will own revenue growth for the ERP business by driving new customer acquisition, expanding strategic accounts, building strong pipelines, and leading a high-performing sales team. The role requires strong enterprise/B2B (ERP) solution-selling expertise, consultative selling skills, and experience managing long-cycle ERP deals across industries.
Key Responsibilities
1) Sales Strategy & Revenue Ownership
- Define and execute the annual sales plan (targets, vertical focus, territory coverage, partner strategy).
- Own overall revenue number: new license/subscription, implementation services (where applicable), renewals, and upsell.
- Develop pricing, packaging, and discount governance aligned with margin and win-rate goals.
- Establish predictable forecasting, pipeline hygiene, and weekly/monthly business reviews.
2) Enterprise ERP New Business Development
- Drive end-to-end enterprise deals: prospecting → discovery → solution alignment → proposal → negotiation → closure.
- Engage with CXO/VP-level stakeholders (Finance, Operations, HR, IT, Procurement) and influence buying committees.
- Lead complex RFP/RFQ/tender responses including technical-commercial submissions, compliance, and bid strategy.
- Build and maintain a strong pipeline across priority sectors (e.g., manufacturing, RMG/textiles, distribution/FMCG, services, logistics, healthcare, education, etc.).
3) Key Account Management & Growth
- Own strategic accounts and ensure expansion through additional modules, users, locations, integrations, and support plans.
- Create account plans with measurable milestones and executive relationships.
- Partner with Delivery/Customer Success to ensure adoption, reference ability, and renewal health.
4) Team Leadership & Capability Building
- Lead, coach, and grow a sales team (enterprise AEs, account managers, inside sales, sales ops—based on structure).
- Build performance culture: training on ERP value selling, MEDDICC/SPIN (or equivalent), negotiation, and pipeline discipline.
- Define roles, KPIs, incentives, and career paths; recruit and retain top talent.
5) Partner & Ecosystem Development
- Develop channels: implementation partners, system integrators, resellers, referral partners, and industry associations.
- Establish partner onboarding, enablement, joint GTM plans, lead sharing, and performance management.
6) Cross-Functional Leadership
- Work closely with Product, Presales, Marketing, Finance, Legal, and Delivery teams to win and retain customers.
- Translate market feedback into product roadmap inputs (local compliance, reporting needs, integrations, industry workflows).
- Ensure commercial risk management: contract terms, payment milestones, collections coordination, and profitability.
Key Deliverables / Success Metrics (KPIs)
- Annual/quarterly revenue achievement (new + expansion + renewal).
- Pipeline coverage ratio and conversion rates (lead-to-opportunity, opportunity-to-win).
- Win rate on enterprise pursuits and tender/RFP submissions.
- Sales cycle time reduction and forecast accuracy.
- Average deal size growth and gross margin protection.
- Partner-sourced revenue contribution.
- Customer retention, expansion rate, and reference accounts developed.
- Team productivity (quota attainment, activity-to-pipeline efficiency).
Required Qualifications & Experience
- 12–15 years of proven B2B software sales experience, including enterprise solution selling.
- Strong ERP selling background (Finance, SCM (Supply Chain Management), HR, Manufacturing, Distribution modules) and ability to position business outcomes.
- Demonstrated success closing complex, multi-stakeholder deals with structured procurement processes.
- Solid experience in Bangladesh market dynamics: enterprise procurement, tender/RFP processes, and relationship-based selling.
- Hands-on leadership experience managing and scaling sales teams and/or regional sales operations.
- Strong commercial acumen: pricing, contract negotiation, forecasting, and pipeline governance.
- Bachelor’s degree required (MBA/EMBA preferred).
What We Offer
- Yearly increment
- Festival bonus (as per company policy)
- Lunch facility (partially subsidized)
- A chance to work on an innovative SaaS product with significant growth potential.
- An environment that encourages creativity, experimentation, and strategic thinking.
- Opportunities for career development and skill expansion.
- Tea, Coffee, Evening snacks