Salesforce Practice/Salesforce Practice Director

Birlasoft is seeking a dynamic and resultsdriven Sales Director to lead revenue growth
for its Salesforce Practice. This role is responsible for driving new logo acquisition,
expanding strategic enterprise accounts, and positioning Birlasoft as a trusted
Salesforce transformation partner across industries such as Manufacturing, HiTech,
Media & Entertainment, Life Sciences, Financial Services, and Energy & Utilities
The ideal candidate brings strong experience in consultative selling, Salesforce-
based digital transformation, large deal pursuits, and partnership-driven GTM
execution, working closely with Salesforce, internal practice leaders, and delivery
teams.

Key Responsibilities
Revenue Growth & Sales Leadership
Own Salesforce practice revenue targets, bookings, pipeline, and forecast
accuracy
Drive new logo acquisition and large transformation deals (USD 2 20M+)
Expand existing strategic accounts through crosssell and upsell of Salesforce
services
Lead deal structuring, pricing strategy, commercials, and contract negotiations
Salesforce GTM & Alliance Engagement
Develop and execute joint gotomarket (GTM) plans with Salesforce Account
Executives
Build strong relationships with Salesforce regional leadership, AEs, and
industry specialists
Drive pipeline through Salesforceled opportunities, MDF campaigns, and joint
events

Represent Birlasoft in Salesforce ecosystem events (Dreamforce, Agentforce
World Tours) Dreamin events, and industry forums
Solution & Deal Shaping
Collaborate with presales, solution architects, and practice teams to shape
winning solutions
Anchor Salesforce propositions across:
o Sales, Service, FSC, Manufacturing Cloud
o Data Cloud, Agentforce, AI, Industry Clouds
o CRM Consolidation, AMS, and Enhancement Factory models
Ensure high winrates through strong value articulation and businessoutcome
selling
Strategic Account Management
Act as an executive sponsor for key Salesforce accounts
Build longterm client relationships with CXO and VPlevel stakeholders
Drive account planning, whitespace analysis, and multiyear roadmaps
Internal Collaboration
Work closely with delivery, practice, finance, and legal teams
Ensure smooth handover from sales to delivery and sustained customer
satisfaction
Provide market feedback to shape service offerings and investments

Qualifications & Experience
Mandatory
12 18+ years of experience in IT services sales, with 5+ years in
Salesforcefocused selling
Proven track record of closing large enterprise Salesforce deals
Strong understanding of Salesforce ecosystem, clouds, and licensing models
Experience selling consulting, implementation, migration, and managed
services
Deep exposure to multiple core industries (Manufacturing, HiTech, Media &
Entertainment, Life Sciences, Financial Services, and Energy & Utilities)
Preferred
Prior experience working in a Salesforce SI / Global System Integrator
Strong network within Salesforce sales and alliance ecosystem
Experience selling AIled, Data Cloud, and industryspecific Salesforce solutions

Key Competencies
Enterprise consultative selling
Salesforce GTM and allianceled sales
Executive communication & CXO engagement
Deal shaping, commercial structuring, and negotiation
Strategic thinking with execution rigor

Performance Metrics
Revenue and bookings achievement
Pipeline coverage and conversion ratio
New logo wins and account expansion
Salesforce alliancesourced pipeline
Client satisfaction and deal profitability