Requirements:
- Must have a proven track record of selling and scaling IT services, including ERP, application development, cloud, Industry 4.0, and engineering outsourcing.
- Minimum 10 years of experience in sales leadership within IT and Engineering Services.
- Bachelor’s degree in Business, Engineering, Technology, or a related field
- Demonstrated success in closing large, complex deals in the US market.
- Strong network across MedTech, Manufacturing, Utilities, Automotive, CPG, and Energy sectors.
- Experience working with hyperscalers, system integrators, and analyst ecosystems.
- Ability to operate at both strategic and hands-on execution levels.
The Director – Sales Lead will be a pivotal growth leader responsible for accelerating and scaling the US IT and Engineering Services business from approximately $20M to $50M within two years. This is a high-visibility, revenue-critical role focused on aggressive market expansion, securing large and strategic deals, and building a robust, scalable sales and operating engine for sustained growth.
As the end-to-end P&L owner for North America, this leader will define and execute the regional go-to-market strategy, drive high-impact new business acquisition, and shift the organization toward outcome-led, value-stream selling. The role requires a hands-on sales executive who can personally open doors, leverage deep industry networks, and convert complex opportunities into measurable revenue within the first 6–9 months.
Key Responsibilities:
Sales & Market Expansion
- Drive new business acquisition for IT and Engineering Services in the US market with a strong focus on large, strategic deals.
- Secure high-value deals and deliver visible revenue impact within 6–9 months of joining.
- Own and execute the regional sales and go-to-market strategy for North America.
- Lead value-stream selling, moving away from transactional sales toward outcome-led engagements.
- Build and articulate a clear, compelling value proposition and narrative for clients, partners, and analysts.
- Scale revenue from the current ~$20M to $50M within two years.
- Drive both new customer acquisition and expansion of existing accounts, including key healthcare clients.
- Actively engage with strategic partners, including hyperscalers and technology partners to develop new opportunities in alignment with Bosch’s global partnership management teams.
- Work closely with consulting firms, deal advisors, and industry analysts to strengthen market positioning.
- Drive collaboration with the existing partnerships team to accelerate pipeline and revenue.
Team Leadership & Capability Building
- Lead, mentor, and scale a high-performing sales team, currently consisting of 5 sales professionals across various US locations.
- Build an onsite, dedicated pre-sales team, strengthening domain focus and service line offerings.
- Establish Bosch SDS in the US market as a relevant player in the digital and AI space
- Establish a culture that combines hunter and farmer sales competencies for new logo acquisition and account expansion.
- Collaborate with BGSW, India and internal stakeholders to build region-specific presales and solutioning capabilities.
Industry & Segment Focus
- Growth segments: MedTech, Manufacturing (incl. Automotive), Utilities, CPG, Energy, IT
- Expand Bosch SDS’s footprint beyond its current limited market presence and help position the organization as a credible IT and engineering services partner in the US.
KPIs for the role
- Monitor and manage performance using a metrics-driven approach, including:
- Total Contract Value (TCV)
- Annual Contract Value (ACV)
- Revenue growth and acquisition
- EBIT
- Net Promoter Score (NPS)
- Partnership-driven revenue (supported by a dedicated partnerships team)