Digital Service Sales - Pan India

Overview

Digital Services Sales Manager responsible for developing and closing recurring-revenue, software-enabled and technology-led service opportunities across building automation, electronic security, access control, video surveillance and fire/life-safety systems.

What you'll do

• Develop and execute a sales plan aligned with revenue, margin, recurring-revenue and customer-retention objectives.
• Identify priority verticals, target accounts, installed-base opportunities and competitive conversions.
• Build account plans defining stakeholders, customer issues, opportunity roadmaps and growth objectives.
• Develop new business through prospecting, referrals, associations, technology partners and internal leads.
• Monitor market trends, competitor activity, technology developments and changing customer buying behaviour.
• Represent the company at relevant industry events and balance near-term opportunities with strategic pursuits.
• Understand customer business objectives, operational challenges and technology environments.
• Lead discovery with facilities, operations, engineering, IT, security, sustainability, finance and executive stakeholders.
• Identify issues involving energy use, equipment reliability, staffing, cybersecurity, compliance, occupant experience and capital planning.
• Translate customer needs into digital-service use cases and measurable business outcomes.
• Develop value propositions covering lower operating costs and energy use, improved uptime, longer asset life, improved safety and compliance, better occupant experience and reduced operational and cybersecurity risk.
• Build executive-level business cases supporting customer investment decisions.
• Work with solution architects, engineering and operations teams to develop integrated customer solutions.
• Determine the appropriate combination of installed systems, connectivity, software, analytics, professional services and managed services.
• Facilitate site assessments, technology workshops and operational reviews.
• Coordinate demonstrations, pilots and proofs of concept where required.
• Develop customer-specific digital-transformation and system-modernization roadmaps.
• Ensure solutions are scalable across sites and capable of integrating with third-party systems.
• Coordinate with cybersecurity specialists on network architecture, data privacy, remote connectivity and IT requirements.
• Develop opportunities within the existing customer and system installed base.
• Convert transactional customers into multi-year agreement customers.
• Extend maintenance agreements with remote monitoring, analytics, software assurance, cybersecurity, energy optimization, compliance reporting, connected inspections and lifecycle planning.
• Identify obsolete or unsupported systems and develop phased modernization programmes.
• Cross-sell digital services across building automation, fire and security accounts.
• Partner with branch and service teams to identify issues addressable through digital solutions.
• Build and maintain a qualified pipeline sufficient to achieve annual bookings targets.
• Use CRM to record contacts, opportunities, activities, next steps and forecast dates.
• Apply disciplined qualification to evaluate customer need, budget, authority, competition and timing.
• Lead opportunity reviews, develop win strategies and coordinate internal resources and executive sponsorship.
• Maintain accurate forecasts and monitor sales-cycle progression, conversion rates and pipeline coverage.
• Disqualify opportunities where customer need, value or commercial viability cannot be established.
• Lead proposals, presentations, RFP responses and commercial offers.
• Develop pricing for subscriptions, managed services and multi-year agreements.
• Prepare ROI, payback, total-cost-of-ownership and lifecycle-cost analyses.
• Ensure pricing reflects delivery costs, contractual risks, escalation requirements and target margins.
• Coordinate reviews with legal, finance, cybersecurity, operations and risk-management teams.
• Negotiate terms, secure customer commitment and manage opportunities through contract execution.
• Establish trusted relationships with customer stakeholders and executive sponsors.
• Serve as the commercial point of contact and build multi-level relationships.
• Lead account reviews and digital-roadmap discussions.
• Work with service operations and customer success to monitor adoption and value realization.
• Identify renewal, expansion and cross-selling opportunities.
• Coordinate prompt resolution of customer concerns and promote references and case studies.
• Partner with service operations to ensure commitments can be delivered safely, profitably and at the required service level.
• Coordinate with sales, engineering, estimating, IT, finance, legal and delivery teams.
• Complete a disciplined sales-to-delivery handover covering customer outcomes, scope, assumptions, architecture, commercial commitments, milestones and acceptance criteria.

What you'll need

• Bachelor's degree in engineering, business, information technology, computer science or a related discipline; equivalent industry experience may be considered.
• 5+ years of successful solution sales, service sales or business-development experience.
• Demonstrated B2B selling experience with commercial, institutional, industrial or infrastructure customers, including enterprise or multi-site accounts.
• Familiarity with healthcare, data centres, education, commercial real estate, manufacturing and pharmaceutical verticals.
• Experience with building automation/BMS, HVAC controls, electronic security, access control, video surveillance, fire/life safety, energy management, IoT/cloud/enterprise software, or managed and remote services.
• Track record of achieving bookings, revenue and margin targets and managing complex, multi-stakeholder opportunities.
• Ability to develop and present business cases, ROI models and executive-level value propositions.
• Experience preparing proposals and RFP responses; proficiency with CRM and forecasting systems.
• Ability to travel nationwide, typically 30–50%.

Nice to have

• 7+ years of experience in smart buildings, digital services, automation, security, fire or energy services.
• Experience selling multi-year service agreements, SaaS subscriptions or managed services and understanding annual contract value.
• Knowledge of BACnet, Modbus, MQTT, APIs and cloud-based integration.
• Understanding of cybersecurity concepts for operational technology and connected buildings.
• Experience working with IT departments, CISOs, corporate security, system integrators, consulting engineers and contractors.
• Professional training in consultative, value-based or strategic-account selling.
• Relevant ASHRAE, BOMA, IFMA, SIA, NFPA or technology-provider certification.

Details

• Location: Bangalore, India (Pan India role; India head office in Bangalore).
• Travel: nationwide, typically 30–50%.