Vice President - Sales (Cloud)

Vice President — Sales (Cloud), India
Title: Vice President — Sales, Cloud (India)
Location: India — Delhi NCR / Mumbai / Bengaluru, with national travel
Reports to: Founder / CEO
Type: Full-time, individual contributor with a mandate to build a team from year two
Function: New business origination — hunting, not account management
What you will own
Origination.: Build a named-account plan for India and open those accounts yourself — cold, through
your network, through partners, through tenders. Pipeline creation is the job, not a phase of it.
Large deals from scratch. Take a first conversation to a signed multi-crore, multi-year contract.
Shape the requirement before the RFP is written; where an RFP already exists, influence its terms.
Executive access. Sell at CIO / CTO / Head of Infrastructure / CFO level, and hold your own in
the room with their architects.
Commercial construction. Build the commercial model with us — pricing, consumption terms, SLAs,
payment milestones, exit clauses. You are expected to have a view, not to forward a rate card.
The bid machine. Own qualification, bid/no-bid discipline and win strategy across tenders,
GeM bids and enterprise RFPs. Say no early and loudly to the ones we cannot win.
Partner-led reach. Recruit and activate system integrators, OEMs and channel partners where they
shorten the path to a deal — and know when a partner is a route to market versus a layer of margin.
Market feedback. Bring the market back into the product. What we lost on, and why, is as valuable
to us as what you closed.
Deal profile you will work
Target segments: Enterprises, BFSI, telcos, data-centre and hosting operators, PSUs and government, large SIs
Typical deal size: ₹3–50 Cr TCV, multi-year
Sales cycle: 6–18 months, multi-stakeholder, technical evaluation plus procurement
Buying motions: Direct enterprise, tender/GeM, partner-led, OEM co-sell
What is being sold: Cloud platform, sovereign and private cloud builds, storage, AI/GPU infrastructure, managed services
Who we are looking for
- 12+ years in enterprise technology sales in India, with a substantial part in cloud, data centre,
virtualisation, storage or infrastructure software.
- Demonstrable record of self-originated deals above ₹5 Cr — you can name the account, describe
how the first meeting happened, and explain how it closed.
- Comfortable selling infrastructure to technical buyers. You do not need to be an engineer, but you
must be able to hold a conversation about compute, storage, networking, availability and migration
without reaching for a specialist.
- An active, current network of CXO relationships in Indian enterprises or government.
- Experience with Indian public-sector procurement — tenders, GeM, EMD, technical qualification criteria.
- Startup or challenger-brand tolerance. You will sell against brands the buyer already knows, and you
will sometimes be the reason they take the meeting.
Strong signals
- Built a territory or a business line from zero.
- Sold both a platform and a managed service, and understands why the second changes the conversation.
- Existing relationships with SIs, DC operators or telcos in India.
- Has lost large deals and can talk about them honestly.
Compensation
- Fixed plus variable, weighted toward variable, uncapped on overachievement.
- Accelerators above target, and a bonus on the first two logos regardless of size.
- ESOP for the right candidate.
- Specific range discussed in the first conversation and set against experience and the plan you bring.

Work arrangement
No