The Sales Team Lead (STL) is responsible for leading and executing enterprise and government technology sales engagements in close collaboration with Sales and Presales Teams The role ensures that opportunities are properly qualified, strategically pursued, commercially viable, and successfully converted into signed contracts, while maintaining full alignment with the company’s customer-centric, solution-led, compliance-driven, and quality-focused sales approach.

The STL acts as the primary business owner of opportunities, coordinating stakeholders, driving deal strategy, and ensuring disciplined execution across the entire sales lifecycle.

Duties and Responsibilities:

Sales Strategy & Opportunity Management

• Lead the identification, qualification, and pursuit of sales opportunities across public and private sectors.

• Apply structured sales qualification frameworks to assess opportunity viability.

• Own the sales pipeline, ensuring accuracy, forecasting reliability, and timely progression of deals.

• Develop account strategies and opportunity plans aligned with company growth objectives.

• Ensure all opportunities align with company strategy, capacity, risk appetite, and profitability targets.

Collaboration with Presales Teams

• Work in close coordination with Presales Team Leads and Presales Engineers throughout the bid lifecycle.

• Ensure customer requirements are clearly captured, documented, and communicated to presales teams.

• Participate in solution scoping discussions, technical workshops, and bid strategy sessions.

• Ensure proposed solutions are technically sound, compliant, and commercially optimized.

• Act as the bridge between customer expectations and presales solution design.

Customer Engagement & Relationship Management

• Serve as the primary commercial point of contact for customers.

• Build and maintain strong relationships with decision-makers and stakeholders.

• Lead customer meetings, negotiations, clarifications, and commercial discussions.

• Represent the company professionally during bid openings, evaluations, and contract negotiations.

• Ensure customer trust, transparency, and long-term partnership development.

Bid, RFP & Contract Management

• Lead and coordinate RFI, RFQ, and RFP responses from a commercial perspective.

• Ensure compliance with bid instructions, submission timelines, and evaluation criteria.

• Coordinate internal approvals for bid submissions, pricing, discounts, and commercial terms.

• Review commercial proposals, contracts, and terms & conditions with management.

• Support contract finalization and handover to delivery teams post-award.

Vendor & Partner Management

• Work closely with vendors and technology partners in collaboration with presales.

• Support deal registration, vendor negotiations, pricing optimization, and partner alignment.

• Ensure vendor commitments, SLAs, and commercial terms align with customer and company requirements.

• Participate in joint account planning and partner-led opportunity development.

Sales Leadership & Team Management

• Lead, mentor, and coach sales team members.

• Assign accounts and opportunities based on skills and capacity.

• Monitor individual and team performance against KPIs and targets.

• Promote ethical selling, professionalism, and compliance with company policies.

• Foster a collaborative, solution-driven sales culture.

Forecasting, Reporting & Governance

• Maintain accurate sales data and documentation within CRM tools

• Provide regular sales reports, pipeline updates, and forecasts to management.

• Ensure adherence to procedures, approval workflows, and documentation standards.

• Support audits, management reviews, and continuous improvement initiatives.

• Identify commercial, contractual, and delivery risks early in the sales process.

• Support post-bid reviews, lessons learned, and corrective actions.

 Job Requirements

Required Skills & Competencies

Sales & Commercial Skills

• Enterprise and government solution selling experience

• Strong negotiation and contract management skills

• Pipeline and opportunity management expertise

• Commercial risk and margin awareness

Collaboration & Leadership Skills

• Proven ability to work closely with technical presales teams

• Strong stakeholder management and communication skills

• Leadership, coaching, and team coordination capability

• Structured, disciplined, and process-driven approach

Professional Attributes

• High ethical standards and professionalism

• Strong documentation and reporting discipline

• Customer-centric and results-oriented mindset

• Ability to work under pressure and tight bid deadlines

Education & Experience

• Bachelor’s degree in Business, IT, Engineering, or related field

• 4+ years of experience in B2B technology sales

• 2+ years in a sales leadership or senior account role

• Experience selling enterprise IT, cloud, data center, or cybersecurity solutions

Preferred Qualifications

• Experience with public sector and regulated-industry bids

• Familiarity with quality standards and structured bid management

• Exposure to vendors such as Huawei, Microsoft, VMware, HPE, Dell, or equivalent

• Sales or solution-selling certifications are an advantage

How to Apply:

Interested and qualified candidates are invited to send their CV to:
📧 sales@rarastechnologies.com

Please include “Sales Team Lead ” in the subject line of your email.