Own and drive deal closure for MAS's enterprise/mid-market book across NCR — from qualified conversation to signed contract.
Build and nurture senior relationships with CXOs, BU heads, and key decision-makers as the primary face of MAS in North India.
Personally lead high-stakes discovery, solutioning, and commercial negotiation on the region's flagship deals — and be willing to self-source, cold-call, or open a door directly when a priority account needs it, rather than waiting only on the central lead-gen team.
Own pricing strategy and structuring for the region — guaranteed-savings and outcome-based models, slab-based and pilot structures — and negotiate terms to closure while holding the line on our pricing floor rather than discounting to close.
Map client org structures to identify the true economic buyer, decision-makers, influencers, and blockers — and build internal champions who advocate for MAS when you're not in the room.
Run structured, MEDDPICC-style account qualification on every live deal, so you have an honest diagnosis of why a deal is stuck rather than just a stage in a pipeline.
Guide and unblock deals being run by the region's junior GTM talent — reviewing discovery notes, org maps, and pricing approaches, and stepping in directly when a deal stalls.
Coach and develop junior GTM generalists in the region on discovery, stakeholder mapping, and pricing fundamentals, building a bench for future sales leadership (note: depending on how the team structure evolves, some of these hires may report directly into this role, others into the VP Sales).
Identify product and service gaps through client conversations and feed insights back to Product, Tech, and Ops.
Own the demo and proposal narrative for regional deals — refining what we show, how we show it, and why it resonates with senior stakeholders.
Track competition and market positioning in North India, and adapt the sales/commercial playbook accordingly.
Represent MAS at regional forums and industry conversations to build brand and pipeline as the region — and your remit — grows.
10–15 years of experience in enterprise sales, GTM, or consulting roles, with strong exposure to Indian mid-market/enterprise customers.
Proven ability to operate a deal end-to-end — comfortable opening a door yourself as well as closing a complex, high-value contract; this is not a pure closer role.
Background in consulting, strategy, or solution-selling environments preferred — comfort operating as a trusted advisor, not just a vendor rep.
Demonstrated experience owning commercial/pricing negotiations end-to-end, including outcome-based and risk-sharing constructs, without defaulting to discounting to close.
Working knowledge of structured account-qualification frameworks (e.g., MEDDPICC), or the instinct to build that discipline for yourself.
Demonstrated ability to build and sustain relationships with CXOs and senior BU stakeholders.
Some experience mentoring or informally leading junior talent — you don't need a large prior team, but you should be excited to build one.
Genuine interest and curiosity in AI and emerging technology — you don't need to code, but you must "get it" and be excited to sell it.
Excellent oral/written communication — able to create crisp decks, proposals, and structured commercial documents.
High ownership, executive presence, and the ability to represent the company credibly in the room.
Comfortable working in ambiguity, without established playbooks, in a 0–1/1–10 business environment.
Based in or willing to relocate to Delhi NCR.
Evidence that you're genuinely top-tier talent — that might show up as academic pedigree (a strong record at a top institute) or as a professional track record (success at a marquee brand, or a reputation for excellence in high-stakes, CXO-facing work). We care about the evidence of excellence, not which box it comes from.