Software Sales - VP / AVP

Job Summary

Sales will lead and own the end-to-end sales strategy for Mantras software products and integrated biometric/identity solutions across India and select international markets. This role involves setting and achieving aggressive revenue targets, managing full sales cycles, building and mentoring a high-performance sales team, and developing strong CXO-level relationships in key enterprise and government sectors. The candidate will drive GTM strategy, channel partnerships, pipeline management, and forecasting accuracy while aligning closely with product, marketing, pre-sales, and delivery teams.

Responsibilities

• Define and own the sales strategy for Mantras software product & integrated solutions business in the B2B enterprise segment (domestic India + selected international markets).
• Set and deliver aggressive revenue targets (license + recurring + services) for the product/solution business, tracking quarterly/annual goals.
• Build, lead, mentor and grow a high-performance sales team (sales managers / account executives) and ecosystem of channel/distribution partners, SIs and OEM allies.
• Manage the full sales lifecycle from lead generation, discovery, solution design (with product/solutions teams), proposal, negotiation, to deal closure and onboarding.
• Develop and manage a robust sales pipeline, ensure CRM hygiene, forecasting accuracy, deal-velocity improvement, and maintenance of pipeline health.
• Engage C-level and senior stakeholders (CXO, VP, Head of IT/Procurement) in target accounts; build long-term trusted relationships and become the preferred vendor for identity/security software & solutions.
• Work closely with product, marketing, pre-sales/solutioning, delivery, and channel teams to align go-to-market (GTM) plans, product positioning, pricing strategy, competitive differentiation and customer value articulation.
• Identify, target and penetrate key verticals (for example: banking & financial services, telecommunications, government/PSUs, manufacturing, smart city / infrastructure) where Mantras biometric & identity-solutions have strong fit.
• Monitor market trends, competitor moves, customer pain-points and emerging technologies (e.g., biometrics, identity & access management, IoT security, etc) to refine sales approach and product roadmap inputs.
• Manage P&L responsibility for the assigned business (revenue, margin, growth), control sales cost, optimise deal structure, and ensure sustainable growth.
• Establish sales metrics / KPIs, track regional / vertical / product-wise performance, prepare regular management reports and act on corrective measures when needed.

Required Skills & Qualifications

• A minimum of 12-15 years of B2B enterprise sales experience (or more) in software product / solution sales, preferably in enterprise software, identity/security, ERP / HRMS / access-control / IoT security verticals.
• Prior experience in selling to large organisations (enterprises, government/PSU, large corporates), across multiple verticals, preferably handling complex sales cycles, and large value deals ( several crores).
• Proven track record of achieving/exceeding sales quotas, growing revenue year-on-year, building & scaling sales teams and channels.
• Strong strategic thinking, hands-on execution capability, able to both craft GTM strategy and roll up sleeves to drive deals.
• Excellent negotiation, presentation, stakeholder management skills, able to engage at C-level, build credibility and trust.
• Good knowledge of software / hardware integration, solution-selling (since Mantra’s products are hardware + software + services) and comfortable interacting with product/engineering teams.
• Experience of partner/channel management and ability to build/enable partner ecosystem.
• Excellent written and oral communication skills; strong business acumen; comfortable travelling, working in dynamic environments. MBA or similar advanced degree would be a plus.

Preferred Skills

• Entrepreneurial mindset; ability to work in a fast-growing product/solution business and create scalable processes.
• Customer-centric with a passion for technology and innovation (aligned with Mantra’s R&D/innovation focus).
• Analytical & data-driven – comfortable with pipeline metrics, forecasting, sales dashboards.
• Team player, collaborator – able to work across functions (product, operations, marketing, channels) while leading the sales function.
• Strong ethical values and integrity – aligned with Mantra’s stated philosophy of doing business with “integrity, ethical practices and responsibility”.