The Role
Leads Schneider’s MSME sales go-to-market program across Bangalore and Hyderabad. Owns ICP definition, lead generation, sales funnel conversion, field and inside-sales team performance, incentives, onboarding, stakeholder coordination, demand curation, commercial targets, reporting, and program execution. Requires strong B2B or industrial sales leadership, distributed-team management, external client reporting, and proficiency in English and Hindi, with regional languages preferred.
Summary Generated by Built In
Program Head (MSME Sales GTM)
Location: Bangalore (base), with required travel to Hyderabad once that geography activates
Key Responsibilities
- Own the overall program timeline - kickoff, ICP classification, collateral and channel set-up, lead discovery and outreach, discovery calls, field visit initiation, opportunity curation, and demand handover - on schedule across both geographies
- Jointly define and refine the ICP with Schneider, and ensure buyer discovery and profiling stays aligned to it
- Use VIQ, Venwiz’s existing lead-generation and MSME profiling module, to monitor lead-generation volume and quality against ICP, and evaluate ISR discovery/profiling output at the program level
- Run the weekly, monthly and quarterly bottleneck-clearing workshops with the Inside Sales (ISR) and Field Sales (FOS) teams, and business reviews with Schneider stakeholders
- Own the incentive structure, compensation cadence, and structured onboarding/mentorship program for both Inside Sales (ISR) and Field Sales (FOS) - including contribution-weighted incentive design and pairing new hires with experienced staff through the ramp period
- Escalate and manage cross-organizational dependencies with Schneider (e-shop functionality, coupon code issuance, technical support responsiveness) and maintain the agreed service-level turnaround times (SLAs)
- Own classification of curated demand against Schneider-defined boundary rules for opportunity-to-demand mapping, and coordinate joint evaluation with Schneider where required
- Supervise Field Sales in logging curated demand into Schneider’s defined portal at the opportunity-curation stage, ahead of and distinct from final order logging on the e-shop
- Own delivery against the quarterly license-target commercial model and its tiered payout structure; track funnel conversion data and lead the periodic learnings and approach-refinement checkpoint with real numbers, not anecdote
- Report program status, risks, and commercial performance, run stand-up meeting and review meetings, to Venwiz leadership and Schneider
Required Qualifications & Experience
- 7+ years in program/account management or sales leadership, ideally managing a distributed field plus inside-sales team against a sales and revenue target
- Demonstrated experience running a B2B or industrial go-to-market motion. SME/MSME segment experience strongly preferred over enterprise-only backgrounds
- Comfort owning a P&L-adjacent number (pipeline, conversion, incentive payout) and reporting it transparently to an external client (Schneider), not just internally
- Strong stakeholder management skills.
- Working proficiency in English and Hindi required; Kannada and/or Telugu a significant advantage given the field-heavy, regional nature of the program
Preferred
- Prior experience standing up a new sales team or function from scratch
- Familiarity with energy management, industrial IoT, software sales or a comparable product category
- Languages : Kannada, Telugu, Hindi, English
Skills Required
- 7+ years of experience in program or account management or sales leadership
- Experience managing distributed field and inside-sales teams against sales and revenue targets
- Experience running a B2B or industrial go-to-market motion
- SME or MSME segment experience
- Ability to manage pipeline, conversion, incentive payout, or other P&L-adjacent metrics
- Experience reporting commercial performance transparently to an external client
- Strong stakeholder management skills
- Working proficiency in English and Hindi
- Kannada and/or Telugu proficiency
- Experience standing up a new sales team or function from scratch
- Familiarity with energy management, industrial IoT, software sales, or a comparable product category
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