Job Title : Zonal Manager- Sales Location : Pune/Chennai/Bangalore Reporting To : India sales Head-Shield About the role: Promotion of company Shield BMS 4.0/ Industry 4.0: Promote company Shield offerings portfolio within assigned vertical markets and segments, by encompassing both existing and new customers. This will be a solution sale which is offered through only channel partnership engagement, which includes the process of prospect identification, assessment to installation & commissioning support. Market segment: Manufacturing plants, food and beverages, power & energy, hospitals & building, oil & gas, public sector units, data center, telecom and pharma. Stakeholder Engagement: Identify, reach, and engage key decision-makers and influencers through existing relationships, networking, personal connections, client references, and industry events. Key stakeholders- MEP consultant, building consultant and contractor, energy consultant, ESG consultant, energy managers, plant maintenance heads and digitization leaders. Channel Partners Engagement: Identify and develop suitable channels partners and system integrator as per defined guidelines to promote company Shield offerings Business Strategy Development: Formulate digital sales business strategies, generate new leads, and identify and qualify opportunities for upselling and cross-selling to generate additional business. Collaboration with Technical Teams: In cases of customer-specific development needs, collaborate with the technical team to define prototypes and proof of concepts. What to sell: The primary role is to promote Solution sales. The solution sales refer to the Tor Shield industrial IoT 4.0 which offers BMS 4.0 and Industrial utility monitoring. The solution offered will be a full-stack solution. (assessment to installation & commissioning). Product line: Tor Shield is a full stack remote monitoring solution for BMS and Industrial utilities. This application includes industrial grade edge computing IoT devices and cloud-based applications. Internal Stakeholders: Product Management, Finance, Presales & marketing and customer support. Key Responsibilities Client Relationship Management: Develop and nurture robust relationships with key clients in the market segment mentioned by analyzing clients' business objectives and challenges and communicating our solutions to address their unique needs effectively. Lead Generation: Proactively identify and cultivate new business opportunities within the hotel, mall, and education sectors, expanding our client base. Also, implement effective lead generation strategies to build a sustainable pipeline for potential clients. Product Knowledge: Showcase a profound understanding of our product, articulating their value propositions convincingly to clients. Stay abreast of industry developments, ensuring our offerings remain competitively positioned within the market. Negotiation and Closing: Lead negotiations and effectively close deals with clients, skillfully navigating discussions to secure agreements that are mutually advantageous. Collaboration: Foster seamless collaboration with cross-functional teams, including marketing, pre-sales, product development, and customer support, to align strategies and exceed client expectations. Reporting and Analysis: Produce regular, comprehensive sales reports, forecasts, and analyses for the management team. Utilize data-driven insights to identify areas for improvement and implement strategic corrective actions. Essential Qualifications and Skills Required Minimum 8 years of experience in solution sales and account management, especially in the above-mentioned market segments. Knowledge and experience in selling BMS, Industrial automation, SCADA and DCS and energy management applications with the IoT ecosystem will be an added advantage. Strong understanding on Edge Industrial IoT gateway Field device and IO interface Sensors and industry protocols Power system and automation ecosystem SaaS and software implementation processes Should have experience with process driven organizations and hands-on experience with CRM tools. Scout for channel partnership/dealer opportunities Excellent communication, negotiation, and problem-solving skills. Data-driven and proficient in using/developing customer success metrics. A bachelors degree in electrical engineering or relevant education qualification. Minimum criteria for job profile 1. Applicants should have sales experience from Energy/Power/Industry Automation companies. 2. Domain knowledge from the Power & Energy/Industry automation sector is a must. 3. Should have hands-on/solution selling experience with any of the building management system/Energy management solution/Industry SCADA or DCS system. 4. Qualification should be from Engineering background Electrical/Electronics/Instrumentation. Business management would be an added advantage. 5. Familiarity with HVAC and Building Management System (BMS). Knowledge of common HVAC and electrical building codes, IoT, Cloud offering & Industry 4.0. 6. Have Proven track record and technology expertise to drive solutions and services around Digital and Data driven services, Energy & Asset performance services, Predictive Maintenance analytics, Fault Detection & Diagnostics, System performance monitoring & reporting and Building Performance optimization. 7. Have willingness and flexibility to travel up to 50% of the time, domestically as required. 8. Sales Funnel Development: Develop sales funnel and consistently meet sales quotas. 9. Sales Process: Understand and follow sales processes to generate revenue and renew subscriptions. 10.Customer Relationship Management: Build and promote strong, long-lasting customer relationships by partnering with customers and understanding their needs. 11.Competition Insight: Maintain a deep understanding of markets, customers, and competitors to effectively meet target needs and drive sales. 12.Sales Forecasting: Accurately forecast annual, quarterly, and monthly sales. 13.Minimum experience 8+ years