Head of Sales

Position: Head of Sales – Software Engineering Services (SES)

Geographic Focus: Global

Sales Motion: New logo hunting + strategic account growth

Team: Build & lead a dedicated SES Sales team from ground up

Experience: 10+ years in B2B technology sales leadership; Engineering Software / Digital Transformation domain

Role Purpose

Own and drive revenue growth for Neilsoft's SES Business Unit across Digital Transformation, Engineering Software Services, and Product Engineering domains. The Head of Sales is simultaneously a player and a coach — personally closing strategic deals while building a scalable, disciplined, and high-energy sales organization that can operate independently over time.

The primary market focus is AEC / BIM / Smart Infrastructure (80% of effort) and Manufacturing (20% of effort) — targeting enterprise and mid-market clients in India, USA, Europe, ME, and Japan who are investing in digital transformation of their engineering operations.

Key Responsibilities

1. Revenue Generation & New Business Development | You own the number

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• Carry SES revenue target — with personal accountability for new logo acquisition and strategic deal closures.
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• Build and manage a healthy, qualified sales pipeline (5–8x coverage) across AEC, BIM, Smart Infrastructure, and Manufacturing verticals.
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• Identify, pursue, and close high-value software engineering services deals — covering Digital Transformation programs, SaaS platform development, BIM/Digital Twin implementations, AI/ML applications, and IIoT solutions.
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• Lead strategic pursuits end-to-end: prospecting, qualification, solution framing, commercial negotiation, and contract closure.
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2. Sales Team Building & Leadership | Build it, then scale it

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• Design and execute the SES sales organization structure — defining roles (hunters, account managers, pre-sales, sales engineers), territories, and hiring plans.
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• Recruit, onboard, and develop a high-performance sales team capable of independently carrying quota within 12–18 months.
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• Establish sales culture fundamentals: pipeline discipline, CRM hygiene, deal review cadence, win/loss analysis, and performance accountability.
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• Coach and mentor the sales team — running deal reviews, joint customer calls, and skill development sessions regularly.
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• Set individual quotas, territory plans, and performance metrics for each sales team member and hold them accountable.
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3. Execution of Go-to-Market Strategy |Make the market, don't just respond to it

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• Define and execute the SES go-to-market strategy for AEC and Manufacturing verticals — including ICP (Ideal Customer Profile), messaging, pricing strategy, and channel approach.
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• Develop vertical-specific value propositions and sales collateral for AEC/BIM/Smart Infrastructure and Manufacturing/Industry 4.0 buyers.
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• Build and activate channel and partner ecosystems — system integrators, technology alliances (Autodesk, Bentley, Siemens, Dassault), and consulting firms that can co-sell or refer Neilsoft SES.
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• Drive participation in key industry events, conferences, and forums (AEC Tech, AU, buildingSMART, Hannover Messe, etc.) to generate leads and build brand credibility.
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• Collaborate with marketing to develop demand generation campaigns, thought leadership content, and account-based marketing programs.
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4. Sales Operations & Forecasting | Run it like a business

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• Establish and own sales operations: CRM implementation and hygiene (Salesforce/HubSpot), pipeline reporting, forecast accuracy, and deal stage discipline.
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• Provide accurate weekly/monthly/quarterly revenue forecasts to BU leadership with clear assumptions and risk assessments.
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• Define and track leading and lagging sales KPIs — pipeline creation rate, conversion rates, average deal size, sales cycle length, win rates by vertical.
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• Implement a structured, repeatable sales process — from prospecting to closure — that can be taught to and executed by the broader sales team.
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Required Qualifications & Experience

Education

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• B.E./B.Tech in Civil, Mechanical, Computer Science, or related Engineering discipline — deep understanding of engineering workflows is a strong advantage.
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• MBA from a reputed institution preferred — for strategic thinking and commercial acumen.
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Sales Experience

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• 10+ years in B2B technology sales, with at least 5 years in a sales leadership role carrying team and personal quota.
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• Proven track record of building and scaling a sales team or territory from an early/nascent stage — not just inheriting a mature function.
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• Demonstrated history of consistently achieving or exceeding revenue targets in engineering software services, digital transformation.
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• Experience selling complex, long-cycle, solution-based services deals ($500K–$5M+) to enterprise and mid-market buyers.
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• Prior experience selling into AEC (Architecture, Engineering & Construction, MEP), BIM, Infrastructure verticals is strongly preferred.
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• Manufacturing / Industry 4.0 / PLM sales experience is a significant plus.
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Market & Domain Knowledge

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• Working knowledge of AEC/BIM ecosystem: Autodesk.
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• Familiarity with Manufacturing software ecosystem – IT/OT Space including PLM.
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• Understanding of engineering software services sales cycles, buying personas (IT + Engineering + Business), and how digital transformation decisions are made.
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• Existing network of senior relationships in target buyer communities (owners, contractors, OEMs, EPCs, infrastructure developers) across India, Middle East, USA, or Europe.
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Geographic Exposure

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• Active sales experience in at least two of the following geographies: USA, UK/Europe, India, (Experience in - ME (Saudi Arabia, UAE), or Japan/APAC will be added advantage.
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• Strong willingness and ability to travel extensively to build and maintain client relationships globally.
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