Program Sales Manager

• Job Title: Program Sales Lead / Manager - SOW-Based Engagements, Solutions & IT Product Sales
• Work Location: Hyderabad
• Employment Type: Full-time (Lead / Manager Level)
• Experience:12-17 years of experience

Role Overview
The Program Sales Lead / Manager will be responsible for driving end-to-end sales for Statement of Work (SOW)-based engagements, project solutions, ServiceNow services, and IT product sales within a staffing and IT services environment.
This role requires strong experience in solution selling, project-based sales, ServiceNow or similar ITSM product sales, and a deep understanding of IT/Engineering delivery models.
The ideal candidate will have the ability to convert client requirements into executable project solutions, collaborate with delivery teams and SMEs, and lead high-value SOW engagements to closure.

Key Responsibilities
1. SOW Sales & Business Development

• Identify, qualify, and close project-based SOW opportunities across existing and new accounts - 2
• Develop complete SOW proposals including:
  • scope, deliverables, project timelines
  • staffing & delivery models
  • cost structures & pricing
  • risk and dependency mapping
• Lead requirement-gathering discussions and translate client challenges into solution-driven proposals.
• Develop pricing strategies in collaboration with finance and delivery teams.
• Negotiate commercial terms, contract clauses, and closure timelines effectively.
• Achieve monthly, quarterly, and annual revenue targets through SOW-driven engagements - 1

2. Client Relationship Management

• Build strong relationships with CXOs, Delivery Heads, Program Managers, Procurement, and key business stakeholders.
• Drive a consultative selling approach to position the company as a trusted partner, not just a vendor.
• Conduct client review meetings, build account penetration strategies, and identify upcoming project requirements.
• Lead cross-selling and upselling initiatives across Digital, Cloud, Application, Infrastructure, and ServiceNow service lines.

3. Pre-Sales, Proposal Writing & Solutioning

• Work with solution architects, delivery managers, and SMEs to design end-to-end solution frameworks.
• Prepare:
  • RFI/RFP responses
  • SOWs
  • solution presentations
  • capability decks
  • competitive proposals
• Recommend suitable technology stacks, delivery models (Agile, Waterfall, Hybrid), and project methodologies.
• Create effort estimations, WBS, resource plans, and delivery schedules.

4. ServiceNow & IT Product Sales

• Identify opportunities for ServiceNow implementation, enhancement, support, and integration engagements.
• Sell SaaS/IT products such as:
  • ServiceNow
  • ITSM/ESM platforms
  • workflow automation solutions
  • cloud-based tools
• Work closely with internal product/technical teams to create scope documents and demos.
• Ability to pitch ServiceNow and IT product benefits in business language to clients.

5. Project Handover & Governance

• Ensure smooth transition of signed SOWs to delivery teams with all details documented.
• Participate in governance meetings, client discussions, and escalation management as required.
• Monitor project progress, billing schedules, and milestone approvals.
• Ensure timely invoicing and collection follow-up, in coordination with finance.

6. Market Intelligence & Strategy

• Conduct market research on technology trends, pricing models, competition, and staffing/project demand.
• Recommend new offerings such as automation ideas, managed services, or packaged SOW solutions.
• Maintain and update sales pipeline, weekly forecasts, dashboards, and executive reports.
• Provide strategic insights to leadership for pricing refinement and revenue planning.

Required Experience & Skills
Experience

• 12-17 years of experience in:
  • SOW-based project sales
  • solution selling
  • consulting/project-based IT sales
  • ServiceNow / IT product sales (preferred)
  • IT staffing or workforce solutions environment
• Proven track record in closing mid-to-large SOW deals and solution-driven engagements.

Technical & Functional Skills

• Strong ability to write detailed SOWs, proposals, and solution plans.
• Understanding of SDLC, Agile, DevOps, QA, Cloud Technologies, Infrastructure, and Application Development.
• Pre-sales experience including RFP responses, cost modelling, and solution documentation.
• Excellent financial acumen for pricing, costing, margin estimates, and commercial negotiations.
• Strong knowledge of ServiceNow modules (ITSM, ITOM, HRSD) or equivalent platforms is a strong advantage.
• Familiarity with PMO processes, delivery governance, and risk management frameworks.

Behavioural Skills

• Excellent communication and presentation abilities.
• Strong stakeholder management across multiple levels.
• High accountability, ownership, and ability to work under minimal supervision.
• Problem-solving mindset with ability to simplify complex client challenges.
• Strong negotiation and deal-closing capabilities.

Educational Qualifications

• Bachelor's degree in engineering, Technology, Business Administration, or relevant field.
• MBA preferred but not mandatory.

Key Performance Indicators (KPIs)

• Quarterly and annual SOW revenue generated.
• Pipeline velocity and conversion metrics.
• Gross margin and profitability achievement.
• Number of new project opportunities and accounts penetrated.
• Client satisfaction and repeat business.
• Accuracy of forecasts and quality of proposals submitted.