Director of Sales Enterprise Solutions India (all genders)

HRS AS A COMPANY

experience, their digital platform, driven by ProcureTech, TravelTech, and FinTech, transforms how companies and travelers Stay, Work, and Pay. 
ProcureTech digitally revolutionizes lodging procurement, connecting corporations and suppliers in a cutting-edge ecosystem. This enables seamless efficiency and automation, surpassing travelers' expectations. 
TravelTech redefines the online lodging experience, offering personalized content from selection to check-in, ensuring an unparalleled journey for corporate travelers. 
In FinTech, HRS introduces advancements like mobile banking and digital payments, turning corporate back offices into touchless lodging enablers, eliminating legacy cost barriers. The innovative 2-click book-to-pay feature streamlines interactions for travelers and hoteliers. 
Combining these technology propositions, HRS unlocks exponential catalyst effects. Their data-driven focus delivers value-added services and high-return network effects, creating substantial customer value. 
HRS's exponential growth since 1972 serves over 35% of the global Fortune 500 and leading hotel chains. 
Join our tribe of intrapreneurs to shape the future of business travel, empowered by a culture of growth and setting new industry standards worldwide.
 

BUSINESS UNIT

With a strategic roadmap our global sales organization is able to ensure the highest level of  consulting, delivery and operational excellence. Furthermore, the kind of top level standards is ensured by applying the global standard methodologies and data-driven quarterly business reviews (QBR) with the clients.

POSITION

We are seeking a dynamic and experienced Director of Enterprise Solutions India (all genders) to spearhead the growth and expansion of our B2B business across India. Based in Mumbai, this role involves building and leading a high-performing team of sales and account management professionals. You will drive our value-based, cloud services solutions and create long-lasting partnerships with some of India’s largest corporations. 
 

CHALLENGE

• Lead and inspire a team of Sales expert in consultative selling in B2B segment with focus on Fortune 500 companies to achieve ambitious sales targets and foster client relationships across India.
• Employ value-based selling strategies in cloud services and be the go-to sales leader for achieving new business and revenue growth.
• Build and leverage strong connections within India’s top corporations, opening doors and creating new opportunities.
• Achieve a holistic deep understanding of the entire HRS value proposition in order to contribute to the growth path of all platforms of HRS (STAY, WORK, PAY) acting as your own entrepreneur within organization.
• Take ownership of the implementation of initiatives in collaboration with our internal experts and manage a complex project matrix organization across multiple regions
• Oversee business management by setting team priorities and monitoring targets, ensuring sustainable growth in both the mid- and long-term.
• Support and guide the team, during the qualification process, to understand the strategic goals of the Prospect, beyond the scope of travel, in the different areas of digitization, automation, sustainability, security, safety, innovation, system’s integration, data protection, employment’s philosophy. By using MEDDPICC methodology be able to identify metrics, economic buyer, decision criteria, decision process, paper process, customer's pain, competition, champion
• Act as the main escalation point for high-profile accounts, ensuring timely and effective issue resolution.
• Establish and maintain strong, lasting relationships with key industry influencers and customer decision-makers.
   

FOR THIS EXCITING MISSION YOU ARE EQUIPPED WITH...

Experience:  Several years’ proven experience in successfully managing complex solution sales in the technology consulting, SaaS enterprise sales, payment or similar software industry with focus on high-level executives and Fortune 500 companies. Background in software used for travel, expense, payment is preferred. Professional track record of exceptional performance in similar positions.
Management Expertise: Substantial experience in building a long-lasting senior stakeholder network within the customers organization on a global scale. Strong ability to analyze data and derive pro-actively strategic initiatives out of them aimed at achieving customer success. Knowledge about structured sales methodology (preferably MEDDPICC or similar i.e. MEDDIC, Miller Heiman Strategic Selling) to act as coach for the sales team, assuming full responsibility for the strategy and commercial initiatives that span new sales and strategic account management. Business acumen and good negotiation skills.
Execution: Ability to implement company’s strategy, with actionable plans to achieve long-term objectives. Experience in developing sales strategy and leading team to achieve target quota and revenue growth. Very talented at analyzing and understanding customer situations by interpreting large amounts of data and identifying trends while linking to solutions. Ability to identify requirements and make recommendations for change through the production of business cases.
Leadership and Communication: Excellent leadership and coaching skills to guide and inspire the team. Proven public speaking skills and the ability to articulate the value proposition of HRS to the market. 
Adaptability and Innovation: Ability to work within a fast-paced, evolving environment while embracing change and driving innovation. Skilled in working within a matrix organization and in forwarding, building momentum for and successfully driving the strategic sales initiatives that impact a total organization and company. Structured, independent and goal-oriented working style focusing on fast and flawless execution.
Problem-solving and Creativity: Strong problem-solving skills and creativity to develop new sales opportunities and organizational improvements.
Personal Attributes: Empathy, authenticity, integrity, commitment, resilience, and respect in dealing with all stakeholders.
Language Skills: Fluent in English and Hindi

PERSPECTIVE

Access to a global network of a globally united and mutually responsible “Tribe of Intrapreneurs” that is passionately dedicated to renew the travel industry and while doing so reinvent the ways how businesses stay, work and pay.

Our entrepreneurial driven environment of full ownership and execution focus offers you the playground to contribute to a greater mission, while growing personally and professionally throughout this unique journey. You will continuously learn from a radical culture of retrospectives and continuous improvement and actively contribute to making business life better, smarter and more sustainable.
 

LOCATION, MOBILITY, INCENTIVE

The attractive remuneration is in line with the market and, in addition to a fixed monthly salary, all necessary work equipment and mobility, will also include an annual bonus.