Enterprise Sales (BFSI Solutions)

Company Overview

SUCH AI, a part of the Shapoorji Pallonji Group, focuses on delivering AI-powered enterprise solutions tailored for the Banking, Financial Services, and Insurance (BFSI) sector. The company's mission is to drive innovation and efficiency within financial institutions through advanced technology platforms.

Job Summary

We are seeking a result-oriented Enterprise Sales Manager to facilitate business growth for our AI-driven enterprise platform aimed at Banks, Non-Banking Financial Companies (NBFCs), Asset Management Companies (AMCs), Mutual Funds, Alternative Investment Funds (AIFs), Insurance Companies, and large regulated financial institutions. The role involves identifying new business opportunities, managing enterprise sales engagements, and supporting strategic account growth, all while navigating complex sales cycles with multiple stakeholders.

Responsibilities

• Enterprise Sales & Business Development

  • Drive business acquisition across various BFSI segments, including Banks, NBFCs, AMCs, Mutual Funds, and Fortune 500 clients.
  • Manage the complete sales cycle from lead generation and qualification to proposal development, commercial discussions, and deal closure.
  • Maintain a robust sales pipeline to achieve revenue and business targets.
  • Identify new opportunities through networking, industry events, channel partnerships, referrals, and direct outreach activities.
  • Develop account penetration strategies to enhance market presence and generate qualified leads.

• Client Relationship Management

  • Build and nurture strong relationships with key stakeholders in Risk, Compliance, Governance, Strategy, Operations, Technology, Digital Transformation, and Procurement.
  • Understand customer challenges to position suitable platform solutions effectively.
  • Serve as a trusted advisor throughout the sales and evaluation process.
  • Engage decision-makers regularly to drive solution adoption and foster long-term partnerships.

• Solution Selling & Customer Engagement

  • Conduct discovery sessions, product demos, solution workshops, and proof-of-concept discussions.
  • Collaborate with Product, Technology, and Implementation teams to create customer-specific solutions and proposals.
  • Involve in RFPs, RFIs, presentations, and client evaluation exercises.
  • Translate customer needs into actionable insights for product development teams.
  • Highlight business value, ROI, and operational benefits during sales presentations.

• Commercial Management

  • Assist in commercial negotiations, pricing discussions, and contract finalization.
  • Coordinate with internal teams such as Legal, Finance, Compliance, and Operations for seamless deal closures.
  • Oversee procurement and vendor onboarding processes with clients.
  • Ensure smooth transition of closed opportunities to implementation and customer success teams.

• Account Growth & Expansion

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

• Market & Regulatory Awareness

  • Stay updated on BFSI ecosystem developments, including lending, credit assessment, compliance, and risk management.
  • Remain aware of regulatory changes impacting financial institutions.
  • Share market intelligence and competitive insights with product and leadership teams.

• Pipeline Management & Reporting

  • Maintain accurate opportunity and forecasting data in CRM systems.
  • Monitor sales performance against targets and provide updates to management.
  • Prepare sales forecasts, business reports, and account reviews, ensuring compliance with internal sales governance processes.

Qualifications

• 6-10 years of experience in Enterprise Sales, Business Development, Strategic Account Management, or Solution Sales.
• Proven track record in selling SaaS, enterprise technology platforms, data solutions, or workflow automation solutions.
• Experience engaging with Banks, NBFCs, AMCs, Mutual Funds, Insurance Companies, and other enterprise customers.
• Demonstrated success in handling complex sales cycles with multiple stakeholders and contractual processes.
• Familiarity with AI-enabled platforms, digital lending, compliance and regulatory solutions, or related enterprise applications.
• Educational Requirement: Bachelor’s degree in Business, Finance, Engineering, Technology, or a related field; MBA preferred.

Preferred Skills

• In-depth understanding of BFSI business processes and technology landscape.
• Strong consultative selling capabilities.
• Excellent communication, negotiation, and presentation skills.
• Ability to work collaboratively across teams and with multiple stakeholders.

Experience

• Candidates should possess 6-10 years of relevant experience in the BFSI sector, showcasing successful Enterprise Sales engagement with large organizations.

Environment

• The position is based in Mumbai, with potential for hybrid work arrangements depending on company policy.

Salary

• Salary information is not specified.

Growth Opportunities

• Opportunities for career advancement within the enterprise sales team, including leadership roles or specialization in certain technology solutions are available.

Benefits

• Details regarding benefits are not specified.