Enterprise Sales Lead – Industrial Digital Transformation

Function: Enterprise Sales and Strategic Accounts

Location: Ahmedabad, Gujarat

Travel: Frequent travel across India

Reporting To: Business Head

Role Overview

Arix Energix Limited is seeking an experienced enterprise sales professional to lead the acquisition of large, multi-plant industrial customers for its Enterprise Maintenance, Reliability and Asset Intelligence Platform.

The role will focus on corporate-led sales to asset-intensive organisations across cement, metals, mining, power, chemicals, oil and gas, infrastructure and large manufacturing sectors.

The selected candidate will be responsible for developing strategic accounts, engaging senior corporate stakeholders, building enterprise transformation opportunities and converting them into multi-plant deployments.

This is a hands-on individual-contributor role requiring strong new-business development, executive engagement and enterprise deal-closure capabilities.

Key Responsibilities

• Identify and develop strategic accounts across asset-intensive industries.
• Build relationships with Corporate Maintenance Heads, Corporate Engineering Heads, COOs, CIOs, Chief Digital Officers and Manufacturing Excellence leaders.
• Position the platform as an enterprise-wide maintenance, reliability and asset-intelligence solution.
• Create opportunities through account research, industry relationships, outbound engagement, referrals and ecosystem partners.
• Conduct corporate-level discovery meetings to understand maintenance, reliability, standardisation and digital-transformation priorities.
• Develop account-specific value propositions, business cases and executive presentations.
• Lead enterprise sales cycles from initial engagement through discovery, solution presentation, technical evaluation, commercial negotiation and contract closure.
• Coordinate with domain, pre-sales, product, implementation and management teams throughout the sales process.
• Structure enterprise blueprint, lighthouse-plant and phased multi-plant rollout opportunities.
• Prevent lighthouse implementations from becoming isolated plant-level pilots.
• Engage plant leadership to validate operational requirements while maintaining corporate ownership of the programme.
• Navigate IT architecture, SAP integration, cybersecurity, procurement, legal and commercial approval processes.
• Manage RFPs, RFIs, technical proposals, commercial submissions and contract negotiations.
• Develop partnerships with SAP service providers, industrial automation companies, consultants and system integrators.
• Maintain accurate account plans, opportunity pipelines, forecasts and follow-up records.
• Meet annual order-booking, revenue and strategic-account development targets.
• Represent the company at industrial conferences, customer forums and relevant industry associations.
• Provide structured market feedback to the product and leadership teams.
  

Target Stakeholders

The candidate should be capable of engaging:

• Chief Operating Officers
• Chief Manufacturing Officers
• Corporate Maintenance Heads
• Corporate Engineering and Technical Heads
• Reliability and Asset Performance Heads
• Manufacturing Excellence and Operational Excellence Heads
• Digital Manufacturing and Industry 4.0 Heads
• Chief Information Officers and Chief Digital Officers
• Enterprise Applications and SAP Centre of Excellence Heads
• Plant Heads and Plant Maintenance Heads
• Procurement and commercial leadership
  

Required Experience

• 10–15 years of experience in enterprise B2B technology or industrial-solution sales.
• Minimum 6–8 years of relevant experience selling to manufacturing or asset-intensive industries.
• Demonstrated experience in enterprise, corporate or multi-location sales.
• Proven ability to originate and close new accounts rather than only manage inherited customers.
• Experience handling complex sales cycles involving business, IT, procurement, legal and plant stakeholders.
• Experience selling solutions with deal values of ₹1 crore or above.
• Exposure to sales cycles ranging from approximately 9–18 months.
• Experience preparing business cases, proposals, executive presentations and commercial submissions.
• Willingness to travel extensively across India.
  

Preferred Domain Exposure

Experience in one or more of the following areas is strongly preferred:

• Enterprise Asset Management
• Computerised Maintenance Management Systems
• SAP PM or SAP EAM
• Asset Performance Management
• Manufacturing Execution Systems
• Industrial IoT
• Predictive and condition-based maintenance
• Digital manufacturing
• Industry 4.0 platforms
• Reliability engineering solutions
• Plant automation software
• Connected-worker platforms
• Digital twins
• Industrial analytics
  

Domain Understanding

The candidate should understand, or be able to quickly develop a working understanding of:

• Preventive and corrective maintenance
• Breakdown and work-order management
• Asset hierarchy and equipment master data
• MTBF, MTTR, availability and maintenance compliance
• Reliability-centred maintenance
• Root-cause analysis and FMEA
• Shutdown and turnaround management
• Inspection and condition-monitoring processes
• Permit-to-work and maintenance safety workflows
• SAP PM and shop-floor execution gaps
• IoT, SCADA and industrial-system integrations
• Mobile and offline maintenance execution
• Corporate maintenance governance and cross-plant benchmarking
• Predictive maintenance and AI-led asset intelligence
  

Ideal Candidate Profile

The ideal candidate will be:

• A strong new-business hunter with an established industrial network.
• Comfortable engaging senior corporate and CXO-level stakeholders.
• Capable of independently opening and developing named strategic accounts.
• Experienced in selling enterprise transformation rather than standalone software licences.
• Commercially strong and confident in complex negotiations.
• Able to communicate business value beyond product features.
• Disciplined in account planning, forecasting and CRM management.
• Comfortable working in an entrepreneurial and evolving business environment.
• Willing to personally prospect, travel, present, negotiate and close.
• Effective at working closely with founders, domain experts and technical teams.
  

Educational Qualification

• Bachelor’s degree in Mechanical, Electrical, Instrumentation, Industrial, Production or related Engineering discipline; or
• MBA or equivalent qualification with relevant industrial-technology sales experience.

Relevant experience and demonstrated enterprise-sales performance will carry greater weight than academic qualifications.

Success Measures

Success in this role will be measured through:

• Strategic accounts opened and developed.
• Qualified corporate opportunities generated.
• Executive-level customer engagements conducted.
• Enterprise assessments or lighthouse mandates secured.
• Multi-plant proposals submitted.
• Order bookings and revenue achieved.
• New enterprise customers acquired.
• Expansion of lighthouse deployments into additional plants.
• Accuracy of pipeline forecasting and account planning.
• Development of strategic partnerships and referral channels.