Drive revenue growth as a Sales Account Manager / Senior Manager – Field Sales at AiRo Digital Labs. Hunt new logos and farm existing accounts while managing the complete sales cycle in the IT services and digital technologies space.

Sales Account Manager / Senior Manager – Field Sales

About the Company

AiRo Digital Labs (airolabs.ai) is a leader in emerging digital technologies including robotic process automation (RPA), conversational AI, machine learning (ML), the Internet of Things (IoT), voice-based technologies, and cloud enablement. The company helps enterprises solve complex business problems by leveraging cutting-edge automation and AI solutions. With a focus on growth and innovation, AiRo Digital Labs offers a dynamic work environment where employees are encouraged to learn on the job, develop deep domain knowledge, and advance their careers.

Role Overview

We are seeking an experienced Sales Account Manager / Senior Manager – Field Sales to drive revenue growth by managing customer accounts, building strong relationships, identifying new sales opportunities, and achieving ambitious sales targets within a designated territory. This role is heavily field-based, requiring extensive on-site visits to meet with potential and existing customers across India. The ideal candidate will have a proven track record in IT consulting/services and platform sales, with a strong hunter mindset and the ability to manage the complete sales cycle from prospecting to deal closure.

Key Responsibilities

• Hunting & Farming: Allocate approximately 60% of time to hunting new accounts and logos, and 40% to farming and growing existing accounts.
• Account Management: Manage and support a portfolio of accounts, ensuring customer satisfaction, retention, and upselling/cross-selling of services.
• Sales Campaigns: Establish sales objectives by forecasting and developing annual sales campaigns; implement national sales programs by creating field sales action plans.
• Market Intelligence: Maintain sales volume by tracking changing trends, economic indicators, competitors, and supply/demand dynamics.
• Professional Development: Attend educational workshops, review professional publications, build personal networks, and participate in professional societies to stay current with industry knowledge.
• Delivery Support: Leverage some delivery experience to understand client requirements and ensure seamless solution delivery.
• Territory Coverage: Manage accounts and sales activities across India, Middle East, and APAC regions as required.
• End-to-End Sales: Handle the complete sales cycle from prospecting, lead generation, qualification, proposal, negotiation, to deal closure.
• Revenue Targets: Successfully achieve and exceed revenue targets through strategic account planning and execution.

Tech Stack

• Digital Technologies: AI (Artificial Intelligence), ML (Machine Learning), RPA (Robotic Process Automation), OCR (Optical Character Recognition), Chatbots, IoT (Internet of Things), Data Analytics, Cloud Enablement/Cloudification.
• Sales Tools: CRM platforms, sales forecasting tools, and field sales management software.
• Sales Methodology: Solution selling, consultative selling, and value-based selling approaches.

Qualifications

• MBA required; B.E./B.Tech preferred.
• 7+ years of experience in sales, account management, or field sales in the IT services/products industry.
• Strong experience in IT consulting/services and platform sales for India/Asia region as a hunter.
• Proven experience handling revenue targets and achieving them consistently.
• Experience in field sales and client/account management across India, Middle East, and APAC regions.
• Good understanding of emerging digital technologies (AI, ML, RPA, OCR, Chatbots, IoT, Data Analytics, Cloudification).
• Open to extensive travel within India.
• Excellent communication, negotiation, and relationship-building skills.
• Self-governed, driven, collaborative, and creative mindset.

Work Location

Mumbai, India. This is a field sales role with travel across India.

Employment Type

Full-time, Senior Level

MBA required; B.E./B.Tech preferred. 7+ years of experience in sales, account management, or field sales in IT services/products. Strong experience in IT consulting/services and platform sales for India/Asia region as a hunter. Proven track record of handling revenue targets. Experience in field sales and client/account management across India, Middle East, and APAC regions. Good understanding of AI, ML, RPA, OCR, Chatbots, IoT, Data Analytics, Cloudification. Open to extensive travel within India. Excellent communication and negotiation skills.

Competitive benefits and compensation package, opportunity to learn on the job, develop knowledge of the process, and grow your career. Excellent working environment, interesting and challenging assignments, and the chance to further develop your skills.