Associate Vice President Sales

About the Role

We are seeking an experienced Associate Vice President of Sales with a strong background in B2B software and IT services sales, capable of driving new business and managing complex sales cycles. The ideal candidate will have a technical foundation, preferably with an engineering degree, and an MBA from a reputable institution is a plus.

Responsibilities & Expectations

• Drive revenue growth by consistently achieving or surpassing new-business targets in software development, digital engineering, cloud, data, AI, and product engineering services.
• Manage long and complex sales engagements, typically ranging between $500K and $5M+, focusing on solution-based selling.
• Build and nurture a robust pipeline of new logos without relying on pre-existing lead generation systems.
• Maintain recent direct sales success with deal closures within the last two years.
• Develop and leverage senior-level relationships across multiple global markets including the USA, Europe/UK, India, Middle East, and Japan/APAC.
• Collaborate effectively with pre-sales, technology, and delivery teams to enhance customer relationships and sales outcomes.
• Comply with sales processes, maintain high-quality CRM documentation, and provide accurate sales forecasts.
• Travel extensively worldwide to establish and strengthen client connections.

Qualifications & Skills

• A Bachelor’s degree in Engineering, preferably in Computer Science, IT, Civil, Mechanical, or related fields; MBA preferred.
• Over 12 years of experience in B2B software or IT services sales with a strong track record of meeting or exceeding quotas.
• Expertise in selling software services engagements including Time & Material (T&M), fixed price, dedicated teams/Offshore Development Centers (ODC), and managed services.
• Understanding buyer personas in Technology (CTO/CIO), Product, Engineering, and Business sectors involved in digital transformation decisions.
• Familiarity with cloud platforms like AWS, Azure, GCP and ecosystems such as AEC/BIM (Autodesk), Manufacturing, IT-OT, and Product Lifecycle Management (PLM).
• Experience selling to software product companies or Independent Software Vendors (ISVs); knowledge of AEC/BIM, Infrastructure, Manufacturing, Industry 4.0, or PLM buyers is a significant advantage.
• Proven geographic sales experience in at least two major regions such as the USA, UK/Europe, and India; exposure to Middle East or Japan/APAC markets is advantageous.

Performance Metrics

• Revenue generation aligned closely with organizational goals.
• Development of a qualified sales pipeline including the acquisition of new logos, lead quality, and deal size.
• Adherence to sales discipline with quality CRM practices and accurate forecasting.
• Active collaboration with Sales Engineering Services (SES) pre-sales, technical, and delivery teams to maximize customer satisfaction and sales success.