Sales Executive (Institutional Sales)

Skynet is an AI platform company that helps mid-size organizations improve productivity and implement AI platforms at their locations. Skynet is committed to serving any customer, anywhere, delivering tailored AI solutions that transform how organizations work, automate, and scale.

We believe that AI adoption should not be limited to large enterprises with deep pockets and massive IT teams. Mid-size organizations, the backbone of India's economy, deserve access to world-class AI platforms that are practical, implementable, and deliver measurable ROI. Skynet bridges that gap.

We are hiring a Sales Executive for Institutional Sales targeting mid-size organizations across India, with a primary focus on Maharashtra. This is a field-sales role requiring extensive travel (60–70% of time) across Pune, Mumbai, Nashik, and other Maharashtra cities.

The executive will own the complete sales lifecycle, from lead generation to closure, selling Skynet's AI platform solutions as one-time sales, subscription-based sales, or entire setup/project-based sales. The role demands solution-based selling: understanding each customer's unique challenges and crafting tailored AI solutions that drive productivity gains and digital transformation.

This is not a desk job. This is a high-energy, on-the-ground, relationship-driven sales role for someone who thrives in the field, loves meeting customers, and is passionate about bringing AI to organizations that need it most.

Key Responsibilities

Lead Generation & Prospecting

• Identify and qualify mid-size organizations in Maharashtra as potential customers through systematic market research and segmentation
• Build and maintain a robust pipeline of institutional leads through multiple channels: cold calling, email campaigns, LinkedIn outreach, industry events, referrals, and channel partnerships
• Conduct ongoing market research to identify target accounts, industry verticals, and key decision-makers within them
• Map accounts comprehensively to identify CXOs, IT Managers, CIOs, CTOs, COOs, and other stakeholders involved in purchasing decisions
• Develop and maintain a target account list with prioritization based on revenue potential, strategic fit, and buying readiness
• Leverage personal and professional networks to generate warm introductions and referrals
• Track lead sources and conversion rates to optimize prospecting efforts

Customer Visits & Field Sales

• Conduct frequent in-person customer visits across Pune, Mumbai, Nashik, and other Maharashtra cities; this is the core of the role
• Travel extensively (60–70% of working time) to meet prospects and customers at their locations
• Build and nurture face-to-face relationships with key decision-makers, influencers, and champions within target accounts
• Represent Skynet professionally at all customer touchpoints, from the reception desk to the boardroom
• Conduct site visits to understand the customer's physical environment, IT infrastructure, and operational workflows
• Follow up on meetings promptly with personalized communication and next steps
• Maintain a consistent visit cadence to stay top-of-mind with prospects throughout the sales cycle

Product Demonstrations & Solution Selling

• Deliver compelling product demonstrations of the Skynet AI platform tailored to each customer's specific challenges and industry context
• Conduct deep discovery sessions to understand customer pain points, current workflows, productivity bottlenecks, and strategic goals
• Design and propose custom AI solutions that address the customer's unique business challenges, not generic pitches
• Present solution architectures, ROI projections, and business cases to CXOs and IT Managers with clarity and confidence
• Differentiate Skynet from competitors through value-based selling, not feature comparison
• Adapt demonstration style and depth based on the audience (technical for IT Managers, business-value-focused for CXOs)
• Prepare customized demo environments or proof-of-concept plans when required to validate solution fit
• Articulate how Skynet's AI platform integrates with the customer's existing systems and workflows

CXO & IT Manager Engagement

• Meet regularly with CXOs (CEO, CTO, CIO, COO) and IT Managers to understand their strategic priorities, challenges, and digital transformation roadmaps
• Align Skynet's AI solutions with the customer's business objectives and long-term technology vision
• Navigate complex multi-stakeholder buying processes typical of mid-size organizations, where decisions often involve multiple influencers
• Build executive-level relationships that drive long-term partnerships, not just one-time transactions
• Identify and cultivate internal champions within customer organizations who can advocate for Skynet's solutions
• Tailor communication style and messaging for different executive audiences, from technical depth with CIOs to business impact with CEOs
• Follow up with CXOs post-meeting with relevant insights, case studies, and value propositions that reinforce the business case

Sales Cycle Management & Closure

• Manage the complete sales cycle from initial contact to deal closure, maintaining momentum at every stage
• Handle multiple sales models: one-time sales, subscription-based sales, and entire setup/project-based sales, choosing the right model based on customer needs and deal economics
• Prepare and present professional proposals, quotations, and Statements of Work (SOW) that clearly articulate scope, deliverables, timelines, and pricing
• Manage RFP/RFI responses in coordination with internal pre-sales, technical, and legal teams, ensuring timely and competitive submissions
• Drive deals through negotiation, objection handling, and closing techniques that create win-win outcomes
• Achieve and exceed quarterly and annual sales targets as defined by the sales leadership
• Maintain a healthy sales pipeline with accurate stage progression and realistic close dates
• Identify and address deal blockers proactively, whether technical, commercial, or relationship-based
• Manage multiple deals simultaneously at different stages of the sales cycle without dropping the ball

Commercial Negotiations & Contract Management

• Lead commercial negotiations on pricing, payment terms, contract duration, and deal structures with confidence and strategic thinking
• Structure deals that balance customer needs with Skynet's revenue, margin, and cash flow objectives
• Coordinate with internal legal and finance teams for contract review, compliance, and risk mitigation
• Ensure timely contract execution and follow up on payment collections in coordination with the finance team
• Manage contract renewals proactively and identify upsell opportunities during renewal discussions
• Navigate discount discussions strategically, protecting margin while closing deals
• Ensure all commercial terms are documented accurately and communicated to internal teams for execution

Post-Sales Handover & Account Management

• Ensure smooth and structured handover of closed deals to the implementation and customer success teams with complete context and documentation
• Act as the bridge between the customer and internal teams during implementation, resolving any gaps in expectations or scope
• Conduct regular check-ins with customers post-sale to ensure satisfaction, adoption, and value realization
• Identify upsell and cross-sell opportunities within existing accounts and develop account expansion plans
• Build and maintain long-term account relationships that drive repeat business and referrals
• Gather customer feedback on implementation experience and product performance, and relay it to internal teams
• Work towards converting satisfied customers into reference customers and case study participants

CRM & Sales Reporting

• Maintain accurate and up-to-date records of all leads, opportunities, customer interactions, and meeting notes in the CRM system (HubSpot/Salesforce or equivalent)
• Prepare and submit weekly sales reports, pipeline forecasts, and activity summaries to the sales manager
• Track and analyze personal sales performance metrics against targets: conversion rates, average deal size, sales cycle length, win rate
• Provide market intelligence and customer feedback to the product and marketing teams to inform roadmap and messaging
• Contribute to sales strategy refinement based on field insights and competitive intelligence
• Maintain discipline in CRM hygiene; no deal should exist only in personal notes or memory

Territory Planning & Route Management

• Develop and execute a structured territory plan for Maharashtra with prioritized target accounts, industry verticals, and quarterly milestones
• Plan travel routes and visit schedules to maximize customer coverage and minimize downtime between meetings
• Allocate time effectively between prospecting, customer visits, demos, follow-ups, and administrative tasks
• Identify high-potential micro-markets within Pune, Mumbai, and Nashik for focused outreach and cluster-based selling
• Balance time investment between high-probability near-term deals and long-term strategic account development
• Review and adjust territory plans quarterly based on performance data and market feedback

Market Intelligence & Competitive Analysis

• Stay updated on AI industry trends, competitor offerings, emerging technologies, and market developments relevant to mid-size organizations
• Gather and share competitive intelligence with the sales and product teams, including competitor pricing, positioning, and win/loss patterns
• Monitor customer industry trends in manufacturing, IT/ITeS, automotive, pharmaceuticals, and other key sectors prevalent in Maharashtra
• Identify emerging use cases and verticals where Skynet's AI platform can create differentiated value
• Track regulatory and policy developments that may impact AI adoption in target industries
• Share market insights through internal forums, sales reviews, and informal knowledge-sharing sessions

Collaboration & Cross-Functional Coordination

• Work closely with the pre-sales and technical teams to design feasible, scalable solutions for customers, bringing customer context and requirements to the table
• Collaborate with the marketing team on campaigns, events, webinars, and collateral development, providing field-level input on what resonates with customers
• Coordinate with the implementation team to ensure solution feasibility, delivery timelines, and resource availability are accurately represented in proposals
• Share customer feedback and feature requests with the product team to influence the product roadmap
• Participate in internal sales reviews, pipeline meetings, and contribute to team learning and best practice sharing
• Escalate blockers and risks to leadership proactively with proposed solutions, not just problems

Brand Representation & Industry Presence

• Represent Skynet at industry conferences, trade shows, expos, and networking events across Maharashtra
• Build and maintain a professional network of industry contacts, association members, and referral partners
• Contribute thought leadership through customer presentations, industry forums, and Skynet-hosted events
• Build Skynet's brand visibility and credibility in the institutional sales segment through consistent professional presence
• Leverage social media (LinkedIn) to build personal brand as an AI solutions expert and Skynet ambassador

Customer Success Advocacy

• Act as the voice of the customer within Skynet, ensuring customer expectations, concerns, and feedback are heard and acted upon
• Ensure customer expectations are clearly communicated to internal teams before, during, and after the sale
• Proactively address customer concerns and escalate issues to the right teams when needed, owning the customer relationship end-to-end
• Drive customer satisfaction and work towards building reference customers, testimonials, and case studies
• Champion customer success as a shared responsibility, not just the post-sales team's job

Continuous Learning & Skill Development

• Stay current on Skynet's product updates, new features, platform capabilities, and roadmap items
• Continuously improve selling skills, negotiation techniques, objection handling, and AI domain knowledge
• Participate in training programs, certifications, and skill-building sessions as required by the company
• Learn and adapt to new sales tools, technologies, and methodologies
• Invest time in understanding customer industries deeply, becoming a trusted advisor, not just a vendor

Qualifications & Experience

Key Skills & Competencies

• Communication & Presentation: Excellent verbal and written communication; ability to deliver compelling product demonstrations and executive presentations
• Negotiation & Closing: Strong commercial acumen with proven deal-closing ability
• Solution-Selling Mindset: Consultative approach, diagnosing customer challenges before prescribing solutions
• Technical Aptitude: Ability to understand AI/tech concepts and translate them into business value for non-technical audiences
• Self-Motivation: Results-driven, self-starter who thrives with autonomy and accountability
• Travel Readiness: Comfortable with extensive travel (60–70% of time) across Maharashtra
• CRM Proficiency: Hands-on experience with CRM tools (HubSpot, Salesforce, Zoho, or equivalent) and MS Office / Google Workspace
• Language Skills: Fluency in English and Hindi; Marathi proficiency is a strong advantage for local market penetration
• Driving: Valid driver's license and willingness to drive within the territory as needed

What We Offer

• Competitive fixed salary plus attractive commission and incentive structure tied to performance
• Travel allowance and reimbursement as per company policy
• Mobile and internet reimbursement
• Opportunity to work with cutting-edge AI technology and a fast-growing product company
• Clear career growth path in a scaling organization
• Supportive, collaborative, and high-performance work culture
• Training and certification support for professional development

Performance Expectations