GTM Head – Sales and Partnerships_MPIN

Position Overview: We are seeking an experienced GTM Manager with a proven track record in Sales and Partnerships of logistics solutions with a knack towards framing GTM Strategies for platform businesses. The ideal candidate will have at least 10+ years of sales and partnerships experience, with a strong understanding of the Connected mobility and Digital Stack within logistics and a passion for driving sales growth through innovative partnership strategies.

Key Responsibilities:

• Own the revenue & Lead the portfolio of Logistics Solutions (HW and SaaS) for Fleet owners and LSPs, and Digital stack for Startups and MSMEs serving the market currently.
• Responsible to enable team of Account managers network with both Internal & External stakeholders, thrive on relationships and build strategic alliances.
• Collaborate, Customize and integrate key solutions for Large and Medium Size clients to deliver digital products/services
• Enable team to Identify, qualify, and nurture prospective strategic Fleet companies, Shippers, Distributors, Dealers, System Integrators, Independent software vendors (ISV) in alignment with the GTM and revenue plan.
• Work with market analyst to produce intelligence on multiple domains of logistics and digital solutions in India as a retrofit portfolio and their strategic vision & business direction.
• Strong thought partner & serve as champion in areas, such as, Logistics solutions, Industry/solution trends, Alliances & Partnerships Be the “Go To” person for digital stack and connectivity engagements in retrofit commercial vehicle market & at customers.
• Continuously driven by opportunities to improve key business metrics (growth & efficiency levers, both)
• Provide regular reporting and analysis of sales performance, including pipeline management, revenue forecasts, and KPIs.

Key Tasks

- Develop and execute a strategic sales plan to achieve revenue targets for Hardware, SaaS, Marketplace solutions, Digital Stack solutions for ISVs and LSPs. Achieve monthly, quarterly, and annual sales revenue targets.

- Setup a framework to Forge Strategic Collaborations with prospective partners to funnel into Long term investments opportunities.

- Manage a team of Key Account Managers and Partner Development Managers 

- Identify and prioritize target markets and industries for logistics and digital stack solutions, leveraging market research and industry knowledge.

- Build and maintain strong relationships with key stakeholders, including decision-makers at potential client organizations.

- Collaborate with marketing and product teams to develop sales collateral, presentations, and other materials to support the sales process.

- Stay up to date on industry trends, competitor activities, and market developments to identify new sales opportunities.

• Bachelor's degree in Engineering and MBA
• Minimum of 10+ years of experience in sales, with a proven track record of achieving and exceeding sales targets in logistics industry
• Previous experience of selling telematics/IoT hardware and SaaS solutions is highly preferred with track record of closure of large enterprise deals valued >50 MINR and above consistently
• Certifications on Cloud Practitioner/Agile Roles is a plus but not mandatory
• Ideal candidate is also one who has previously cumulatively won orders > 5MINR month on month.
• Strong understanding of digital sales strategies and platforms, including CRM systems like salesforce, social media, and online advertising.
• Excellent communication and interpersonal skills, with the ability to build rapport and trust with clients and internal teams.
• Proven leadership abilities, with experience managing and mentoring  sales and partnership team.
• Analytical mindset with the ability to analyze data, identify trends, and make data-driven decisions.
• Results-oriented with a strong drive for success and a commitment to delivering exceptional customer service.

An Ideal Candidate Should have experience in sales/partnerships with players of

• Fleet Management Solution
• Warehouse Management Solution
• Enterprise Resource Planning Software / Trip management for Logistics
• Telematics and IoT solutions for commercial vehicles
• Digital stack including but not limited to Managed Cloud services, Mapping solutions, Database and Notification solutions

Location: Bengaluru with 60% travel

Mode: Office/Client location