Technical Sales Specialist – Enterprise Solutions

Job Description: Technical Sales

Specialist – Enterprise Solutions

Company: Brilyant

Job Title: Technical Sales Specialist – Enterprise Solutions

Locations: Chennai | Ahmedabad | Vizag | Hyderabad

Experience: 8–10 years

Compensation: ₹28 LPA fixed + attractive variable incentive structure

Role Summary

We are seeking a high-performing Technical Sales Specialist – Enterprise Solutions to drive

business growth across enterprise and mid-market segments in key regional markets. In this

role, you will lead complex B2B technology sales, establish deep relationships with strategic

OEM partners, build robust account pipelines, and position high-value solutions across

enterprise networking, security, IT infrastructure, and cloud environments.

Key Responsibilities

Strategic Account Management & Pipeline Creation

● Identify, target, and acquire enterprise and mid-market accounts across the region to

build and maintain a strong sales pipeline.

● Build and nurture long-term executive relationships with C-level stakeholders, IT leaders,

and decision-makers.

● Develop account-mapping strategies and comprehensive account plans to achieve

revenue, gross margin, and profitability targets.

OEM Engagement & Ecosystem Strategy

● Collaborate closely with Strategic Account Managers, Key Account Managers, and

Regional Directors at leading technology OEMs including Cisco, Arista, Dell

Technologies, HPE, Supermicro, Nutanix, and cloud platform providers.

● Co-sell with OEM partner teams to execute joint account strategies and leverage deal

registration programs.

Technical Consultative Selling & Lifecycle Management

● Manage the full B2B enterprise sales lifecycle—from initial prospecting and solution

positioning to commercial proposal generation, contract negotiation, and closure.

● Conduct discovery sessions to understand complex client requirements and recommend

optimized networking, security, compute, storage, hybrid cloud, and managed service

architectures.

● Collaborate with internal presales, solution architects, and delivery teams to craft

technical proposals, RFP/RFI responses, and proofs of concept (POCs).

● Execute aggressive cross-selling and upselling strategies across existing strategic

accounts.

Market Intelligence & Reporting

● Track competitive landscapes, market trends, OEM technology roadmaps, and industry

shifts.

● Provide accurate sales forecasting, deal pipeline reports, and CRM updates to senior

leadership.

Qualifications & Required Experience

● Experience: 8–10 years of direct, hands-on enterprise technology sales, with a track

record in Network & Security, IT Infrastructure, Cloud, and Managed Services.

● Domain Knowledge: Strong working knowledge of enterprise networking architectures,

cybersecurity frameworks, server/storage infrastructure, virtualization, hyper-converged

infrastructure (HCI), and cloud deployments.

● OEM Ecosystem Experience: Proven success co-selling alongside major OEMs such

as Cisco, Arista, Dell, HPE, Supermicro, Nutanix, Palo Alto, or Fortinet.

● Sales Execution: Demonstrated track record of meeting or exceeding multi-crore

revenue quotas in enterprise and mid-market sectors.

● Core Skills: Advanced pipeline management, account mapping, strategic planning,

solution positioning, commercial negotiation, and executive presentation capabilities.

● Education: Bachelor's degree in Computer Science, Information Technology,

Electronics & Communication, or a related technical discipline. An MBA/PGDM in

Marketing or Systems is a plus.