National Sales Head - Data Security and Erasure Solutions

Role:

Stellar is seeking a dynamic Sales and Operations Leader to drive national sales, promote our products, and lead a high-performing team to exceed revenue targets. The ideal candidate will possess expertise in Cybersecurity, Networking, Data Management, ERP, Remote Setup, Infrastructure Services, and Security Products (including Firewalls) with a strong understanding of data privacy regulations such as GDPR and HIPAA. Proven experience in direct sales, enterprise sales for key accounts, government sales, and channel partner management is essential. With a proven sales leadership track record, the leader will optimize strategies, identify market opportunities, and ensure the team is motivated to consistently exceed sales goals, driving sustained growth.

Responsibilities:

Strategic Leadership

• Develop and execute a comprehensive sales and marketing strategy to achieve revenue targets and drive market penetration.
• Analyse market trends and competitive landscape to identify growth opportunities and adjust strategies accordingly.

Sales Management

• Lead, mentor, and grow the sales team, fostering a culture of high performance and accountability.
• Establish sales processes and metrics to track performance, optimize conversion rates, and maximize customer acquisition.
• Design and deliver business targets for regions to be achieved through all channels like OEMs, ITADs, B2B, B2G, Partners, etc.

Marketing Oversight

• Oversee the development and execution of marketing campaigns, content marketing, and lead generation efforts.
• Collaborate with R&D team to ensure alignment between product features and market needs.

Presales Support

• Oversee presales activities, ensuring the technical support team is equipped to address client inquiries and demonstrate product value effectively.
• Provide technical guidance and support during the sales process, ensuring alignment between client needs and our solutions.

Customer Need Assessment and Engagement

• Collaborate with clients to understand their current IT asset servicing management systems, security layers, and existing IT infrastructure, including configurations.
• Analyze client IT asset management processes, particularly concerning end-of-life storage devices, to identify areas for improvement and tailor solutions effectively.
• Build and maintain strong relationships with key clients and partners to drive customer retention and satisfaction.
• Implement feedback mechanisms to understand customer needs and inform product development.

Performance Analysis

• Monitor and analyze sales and marketing performance metrics, providing regular reports to the Reporting Manager.
• Use data-driven insights to refine strategies and improve overall effectiveness.

Cross-Functional Collaboration:

• Work closely with assigned stakeholders of R&D, Data Recovery, and customer support teams to ensure a seamless customer experience.
• Collaborate with finance and operations to manage budgets and resource allocation effectively.

Team Management

• To foster a positive team environment and promote collaboration.
• Set clear objectives and KPIs for team members in predefined format of organization
• Conduct regular performance evaluations and provide constructive feedback to achieve the desired output
• Responsible to mentor and coach team members to enhance their skills.
• Assess and align team skills and resources based on client needs, ensuring that sales and marketing efforts are equipped to address technical and infrastructure-related inquiries.
• Provide training and support to the team on industry standards and best practices related to data security and IT asset management.

Preferred candidate profile

Functional Skills:

• Excellent Verbal and Written Communication: Ability to clearly and persuasively communicate with internal teams, external stakeholders, and clients. Must be able to distill complex technical information into easily understandable language
• Technical Expertise in Security Products: Strong knowledge of security products and solutions. Experience with relevant technology platforms such as backup, storage, and virtualization tools (VMware, etc.) is a plus
• Stakeholder Management: Adept at managing relationships with key internal and external stakeholders. Must have experience in dealing with high-level executives and customers, ensuring the alignment of business goals and maintaining long-term relationships.
• Business Acumen: Deep understanding of business operations, market trends, and financial considerations. The candidate should demonstrate the ability to manage budgets, analyze market conditions, and drive profitability
• Team Management: Proven track record of leading, mentoring, and developing high-performing teams. Experience in fostering a collaborative culture and ensuring team success
• Conflict Management: Strong problem-solving skills with the ability to resolve conflicts efficiently and professionally, maintaining harmony within the team and with clients

Performance Drivers:

• People Centricity: Prioritizes the needs and growth of the team, ensuring employee satisfaction and retention. Creates an inclusive, motivational work environment.
• Lead by Example: Acts as a role model for the team, demonstrating the values, ethics, and behaviors expected of others. Leads with integrity, inspires confidence, and builds trust.
• Strategic Orientation: Strong capability in long-term strategic thinking. The candidate should be able to align day-to-day operations with the companys broader goals and market trends.
• Risk Taking: Comfortable with taking calculated risks to achieve business objectives. Able to make bold decisions and pivot strategies when necessary to achieve growth.

Key Competencies:

• Leadership & Interpersonal Skills: A decisive and inspiring leader who builds trust and influences others. Strong interpersonal skills with the ability to manage diverse teams and stakeholders effectively.
• Project & Decision Management: Ability to manage multiple initiatives and complex decisions. Balances priorities, drives timely execution, and ensures alignment with business goals.
• Emotional Intelligence & Resilience: High emotional intelligence, with the ability to manage stress and maintain composure in challenging situations. Resilient in adapting to change and solving problems.
• Sales Forecasting & Data Analysis: Strong analytical skills with experience in sales forecasting, data-driven decision making, and performance metrics to achieve sales targets

Education & Experience

• 15-20 years of experience in Enterprise Sales or National Sales roles, with expertise in IT Services, Cybersecurity, and Data Erasure Solutions.
• Bachelor's degree in Any Specialization along with MBA/PGDM Sales & Marketing
• Certification in Backup, Storage, or Windows VMware (preferred).
• Proven track record of achieving significant revenue growth through innovative sales strategies.