Inside Sales Manager

Job Description – ISR / IT Hardware & Technology SalesPositionISR – IT Hardware & Technology Sales

DepartmentSales / Business Development

Experience6–10 Years

LocationBengaluru, Karnataka

Employment TypeFull-Time / On-Roll

Job SummaryWe are looking for an experienced B2B IT Hardware & Technology Sales professional to drive new business acquisition across SMB and Enterprise customers in Bengaluru.

The candidate will be responsible for identifying and acquiring new logos, developing CXO-level relationships, understanding customer technology requirements, proposing appropriate IT solutions, negotiating commercials, and closing profitable deals.

The role requires strong field-sales capability, an active B2B client network, hands-on deal-closing experience, and knowledge of IT hardware, networking, AV solutions, and software licensing.

The candidate will be measured not only on revenue but also on gross-margin achievement and quality of business generated.

• Key Responsibilities1. New Business DevelopmentIdentify, prospect, and acquire new SMB and Enterprise customers.
• Focus on funded and growing technology companies in Bengaluru, particularly organizations with approximately 50–300 employees.
• Build and maintain a strong pipeline of qualified prospects.
• Develop long-term relationships with IT Heads, CIOs, CTOs, CXOs, Procurement Heads, and other key decision-makers.
• Generate business through field visits, networking, referrals, existing relationships, and direct prospecting.
• 2. End-to-End Sales OwnershipOwn the complete sales cycle from lead generation to closure.
• Qualify leads and understand customer requirements and buying processes.
• Conduct requirement discovery and coordinate solutioning with the presales/technical team.
• Prepare and present commercial proposals and quotations.
• Handle negotiations, commercial discussions, purchase orders, and deal closure.
• Personally drive deals rather than only managing a sales pipeline.
• 3. IT Hardware & Technology Solution SalesSell IT hardware and technology solutions including:
• Laptops and desktops
• Servers and storage
• Networking equipment
• Switches, routers, and Wi-Fi solutions
• Printers and peripherals
• Audio-Visual (AV) solutions
• Software and licensing solutions
• Cybersecurity solutions, where applicable
• Understand customer requirements and recommend suitable technology solutions.
• Coordinate with technical/presales teams for complex solution requirements.
• 4. Pricing & Gross Margin ManagementPrepare quotations in accordance with the company's approved pricing and margin policies.
• Maintain a minimum 12% gross-margin floor on hardware.
• Deals falling below the approved margin threshold must be escalated/approved as per company policy; the salesperson should be prepared to walk away from deals below the 8% minimum acceptable margin.
• Take ownership of monthly gross-margin targets, in addition to revenue targets.
• Evaluate pricing, competition, customer requirements, and profitability before submitting quotations.
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• Ensure all quotations are formally documented and shared through approved business channels; quotations should not be shared over WhatsApp.
• 5. Account & Relationship ManagementDevelop strong relationships with CXOs, IT Heads, Procurement teams, and business owners.
• Identify opportunities for repeat business, upselling, and cross-selling.
• Understand customer technology roadmaps and identify future business opportunities.
• Maintain accurate customer and opportunity information in the CRM/sales tracking system.
• 6. Sales Reporting & GovernanceMaintain an updated sales pipeline with accurate opportunity stages, values, probability, and expected closure dates.
• Participate in the Monday 10:30 AM weekly pipeline review.
• Submit the required Friday EOD sales/status report.
• Provide regular updates on pipeline movement, closures, lost opportunities, collections, and upcoming opportunities.
• Ensure sales activities and customer interactions are properly documented.
• 7. Presales & Internal CoordinationWork closely with presales and technical teams to understand and design solutions for complex requirements.
• Coordinate with procurement/vendors for product availability and competitive pricing.
• Coordinate with finance, operations, and delivery teams to ensure smooth order execution.
• Follow up on purchase orders, delivery, invoicing, and payment/collection where required.
• Key Requirements6–10 years of B2B technology sales experience in SMB and/or Enterprise segments.
• Strong experience in IT hardware, networking, AV, software licensing, or technology solution sales.
• Proven track record of personally closing B2B deals.
• Must have an active client/prospect network, preferably in Bengaluru.
• Experience selling to CXOs, CIOs, CTOs, IT Heads, Procurement Heads, and business owners.
• Strong field-sales experience with regular customer visits and in-person meetings.
• Experience handling the complete sales cycle from prospecting to closure.
• Proven ability to achieve revenue and profitability targets.
• Strong negotiation and commercial skills.
• Ability to work in a competitive and price-sensitive market.
• Good understanding of IT products and technology solutions.
• Cybersecurity and compliance sales exposure will be an added advantage.
• Strong communication, presentation, and relationship-management skills.
• Kannada and/or Hindi proficiency will be an advantage for the Bengaluru market.

Preferred Technical KnowledgeThe candidate should have working knowledge of at least some of the following:

• IT Laptops & Desktops
• Servers & Storage
• Networking Products
• Switches & Routers
• Wi-Fi Solutions
• Firewalls
• Printers & Peripherals
• Audio-Visual Solutions
• Microsoft Licensing
• Cloud Solutions
• Cybersecurity Solutions
• IT Infrastructure Solutions

Key Performance Indicators (KPIs)The candidate will be evaluated on:

• New customer/logo acquisition
• Monthly and quarterly revenue achievement
• Monthly gross-margin achievement
• Number and value of qualified opportunities
• Conversion/closure rate
• Average deal size
• CXO-level customer engagement
• Customer retention and repeat business
• Pipeline quality and accuracy
• Collection/payment follow-up
• Compliance with pricing and quotation processes
• EducationBachelor's degree in Business, Marketing, IT, Computer Science, Engineering, or a related field.
• MBA/PGDM in Sales & Marketing will be an added advantage.

Ideal Candidate ProfileThe ideal candidate is a hunter-type B2B technology salesperson who already understands the Bengaluru corporate market and has an established network of IT decision-makers.

The candidate should be capable of independently generating opportunities, meeting CXOs in person, understanding technology requirements, coordinating technical solutions, negotiating commercials, and personally closing profitable IT hardware/technology deals.

This is not an IT Hardware Support/Desktop Support role. It is a field-based B2B IT Hardware & Technology Sales role with strong emphasis on new business acquisition, CXO engagement, sales closure, and gross-margin ownership.

ReportingReports To: Sales Manager / Business Head

CompensationSalary: As per experience and industry standards

Incentives: Performance-based incentives linked to sales and gross-margin achievement.