National Sales Head - Enterprise Content Management System

People Konnect · Mumbai metropolitan region, India

National Sales Head – Enterprise Content Management (ECM) & Document Management

Location: Mumbai (national coverage) Experience: 15+ years, with 8+ years in a senior sales leadership role

Function: Enterprise Sales — ECM, Document & Information Management

Role Overview

The National Sales Head owns revenue and market growth for the ECM and document management portfolio across India. The portfolio spans enterprise content management, document and records management, digitization and data capture, workflow automation, and intelligent document processing. The role carries full accountability for top-line growth, margin, and pipeline health. It positions the organization as a trusted partner for content-led digital transformation.

Key Responsibilities

Sales Strategy & Go-to-Market

• Define and execute the national sales strategy for the ECM and document management portfolio.
• Identify priority verticals, target segments, and white-space accounts.
• Build repeatable sales motions across new logos and existing accounts.

Revenue & Margin Ownership

• Own annual and quarterly revenue targets across India.
• Drive profitable growth through disciplined pricing, deal structure, and margin control.
• Balance annuity-led services revenue with project and platform revenue.

Portfolio Growth

• Position ECM, records management, digitization, and workflow automation as an integrated offering.
• Drive adoption of content-led digital transformation across regulated, document-heavy industries.
• Commercialize emerging capabilities such as intelligent document processing and content analytics.

New Business & Account Expansion

• Lead new customer acquisition across priority verticals.
• Engage CIOs, CDOs, COOs, and operations and compliance leaders.
• Own complex, end-to-end sales cycles from prospecting to closure.
• Expand wallet share through cross-sell into adjacent digital, cloud, and business-process services.

Solutioning & Cross-Functional Execution

• Partner with pre-sales and delivery to shape differentiated, market-ready proposals.
• Work with marketing, finance, and operations to ensure execution readiness.

Team Leadership

• Build, lead, and scale a national sales team.
• Set sales KPIs, incentive structures, and performance frameworks.
• Drive pipeline governance, forecasting accuracy, and sales discipline.

Key Performance Indicators

• Revenue growth across the ECM and document management portfolio.
• New logo acquisition and strategic account expansion.
• Gross and contribution margin improvement.
• Pipeline coverage, win rates, and forecast accuracy.

Ideal Candidate

• 15+ years in enterprise technology or services sales, with a core in ECM, document management, records management, digitization, or content services.
• Track record of selling ECM/DMS platforms and/or managed document and information-management services.
• Proven success in new customer acquisition and large strategic-account growth.
• Strong command of regulated, document-intensive verticals such as BFSI, healthcare, and government.
• Demonstrated ability to engage and sell at CXO level.
• Experience building and leading high-performance national sales teams.
• Strong commercial and financial acumen across pricing, margin, and forecasting.