Job Description
Company DescriptionPosition 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.Job DescriptionKey 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/servicesEnable 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.QualificationsBachelor's degree in Engineering and MBAMinimum of 10+ years of experience in sales, with a proven track record of achieving and exceeding sales targets in logistics industryPrevious 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 consistentlyCertifications on Cloud Practitioner/Agile Roles is a plus but not mandatoryIdeal 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 ofFleet Management SolutionWarehouse Management SolutionEnterprise Resource Planning Software / Trip management for LogisticsTelematics and IoT solutions for commercial vehiclesDigital stack including but not limited to Managed Cloud services, Mapping solutions, Database and Notification solutionsAdditional InformationLocation: Bengaluru with 60% travelMode: Office/Client location
