Regional Director Sales & Services - Karachi

About the role

The Regional Director is a leadership role in GCSS South responsible for the overall B2B sales strategy and execution through a team of Regional Industry Heads and Regional Managers. The role covers onboarding, growing and retaining accounts in the assigned city and industry segments, owns industry revenue and new accounts, drives portfolio adoption (Cloud, DICT/Solutions, Mobility, Fixed/Connectivity) and ensures post-sales service excellence.

Key responsibilities

• Deliver quarterly and annual revenue, gross margin and new accounts targets, and expand within named accounts
• Build and run a regional plan by industry, set goals for each industry and team, and review progress weekly
• Drive portfolio mix through attach and cross-sell plays to meet product-wise targets (Cloud, Solutions/DICT, Mobility, Fixed)
• Enforce account and industry tagging with IGPD, close white space by city, and maintain current account plans including stakeholders, buying centers and risks
• Run daily prospecting and weekly deal reviews to cover pipeline, velocity and win rate
• Lead solution discovery across business, technical and commercial tracks and coordinate with the Solutions and Delivery Center for architecture, demos/PoCs, SoW inputs and proposals
• Co-sell with CSPs, SIs and ISPs where relevant, align joint account plans with Cloud Business & Partnerships and harvest partner leads
• Capture win/loss, competitor and price-to-win signals and feed them back to IGPD, Products, DICT and Cloud Centers
• Ensure timely bill payments and collections, and work with Credit/Contracts on disputes and holds
• Collaborate with Delivery and Service Assurance on customer issues, escalations and acceptance

Required profile

• Minimum Bachelor's degree
• At least 8 years of experience in the relevant domain
• Experience leading and managing B2B sales teams