Enterprise Sales (BFSI Solutions)

Company Overview

SUCH AI is a part of the Shapoorji Pallonji Group and specializes in AI-powered enterprise solutions tailored for the Banking, Financial Services, and Insurance (BFSI) sector. The company focuses on innovative technology that enhances operational efficiency and drives business growth for a variety of financial institutions.

Job Summary

We are looking for a result-oriented Enterprise Sales Manager to drive business growth for our AI-powered enterprise platform serving Banks, Non-Banking Financial Companies (NBFCs), Asset Management Companies (AMCs), Mutual Funds, Alternative Investment Funds (AIFs), Insurance Companies, Large Fortune 500 entities, and other regulated financial institutions. The role involves identifying new business opportunities, managing enterprise sales engagements, and supporting the growth of strategic accounts.

Responsibilities

• Enterprise Sales & Business Development

  • Drive new business acquisition across Banks, NBFCs, AMCs, Mutual Funds, Insurance Companies, and other enterprise customers.
  • Own the end-to-end sales cycle from lead generation and qualification through proposal development, commercial discussions, and deal closure.
  • Build and maintain a robust sales pipeline to achieve assigned revenue and business targets.
  • Identify opportunities through networking, industry events, channel partnerships, referrals, and direct outreach activities.
  • Develop and execute account penetration strategies to expand market presence and generate qualified opportunities.

• Client Relationship Management

  • Build and maintain strong relationships with key business stakeholders across Risk, Compliance, Governance, Strategy, Operations, Technology, Digital Transformation, and Procurement functions.
  • Understand customer challenges and business requirements to position appropriate platform solutions.
  • Act as a trusted advisor throughout the sales and evaluation process.
  • Engage regularly with decision-makers and influencers to drive solution adoption and long-term partnerships.

• Solution Selling & Customer Engagement

  • Conduct discovery sessions, product demonstrations, solution workshops, and proof-of-concept discussions.
  • Work closely with Product, Technology, and Implementation teams to develop customer-specific solutions and proposals.
  • Participate in RFPs, RFIs, presentations, and client evaluation exercises.
  • Translate customer requirements into actionable inputs for product and solution teams.
  • Articulate the business value, ROI, and operational benefits of platform capabilities to prospective customers.

• Commercial Management

  • Support commercial negotiations, pricing discussions, and contract finalization.
  • Coordinate with internal Legal, Finance, Compliance, and Operations teams to facilitate timely deal closures.
  • Manage procurement and vendor onboarding processes with customers.
  • Ensure smooth transition of closed opportunities to implementation and customer success teams.

• Account Growth & Expansion

  • Identify opportunities for cross-selling, upselling, and expanded product adoption within existing accounts.
  • Support strategic account growth initiatives in partnership with the Enterprise Sales Lead and Customer Success teams.
  • Drive long-term customer engagement, retention, and revenue expansion.

• Market & Regulatory Awareness

  • Stay informed about developments in the BFSI ecosystem, including lending, credit assessment, digital onboarding, compliance, fraud prevention, and risk management.
  • Maintain awareness of regulatory and industry developments impacting financial institutions.
  • Share market intelligence, competitive insights, and customer feedback with product and leadership teams.

• Pipeline Management & Reporting

  • Maintain accurate pipeline, opportunity, and forecasting data within CRM systems.
  • Track sales performance against targets and provide regular updates to management.
  • Prepare sales forecasts, business reports, and account reviews.
  • Ensure adherence to internal sales governance and reporting processes.

Qualifications

• 6–10 years of experience in Enterprise Sales, Business Development, Strategic Account Management, or Solution Sales.
• Proven experience in selling Software as a Service (SaaS), enterprise technology platforms, data solutions, workflow automation solutions, analytics platforms, or digital transformation products.
• Experience selling to Banks, NBFCs, AMCs, Mutual Funds, Insurance Companies, Large Fortune 500 listed entities, and other enterprise customers.
• Demonstrated success in managing enterprise sales cycles involving multiple stakeholders, procurement processes, legal reviews, commercial negotiations, and implementation discussions.
• Experience in AI-enabled platforms, digital lending, compliance and regulatory solutions, risk management, and enterprise applications like ERP tools will be an advantage.
• Bachelor's degree in Business, Finance, Engineering, Technology, or a related discipline; MBA preferred.

Preferred Skills

• Strong consultative selling capabilities.
• Deep understanding of BFSI business processes.
• Ability to navigate complex enterprise sales cycles involving multiple stakeholders.

Experience

• 6–10 years of relevant experience in sales engagements within the BFSI sector.

Environment

This position is based in Mumbai and may require some travel for client engagements and industry events.

Salary

Estimated salary range has not been specified.

Growth Opportunities

Career advancement opportunities within the company may include leadership roles in sales management and expanded responsibilities within the BFSI solutions team.

Benefits

• Comprehensive benefits package to be discussed during the interview process.