150,000–500,000 ₽
Requirements:
- Relevant experience in B2B IT services sales for at least 3 years;
- Proven experience in independently acquiring new corporate clients and closing deals;
- Practical experience in selling custom development, IT outsourcing, outstaffing, dedicated teams, corporate system implementation, or other IT integrator services;
- Experience in managing the full sales cycle: from independently searching for potential clients and reaching decision-makers to negotiations, agreeing on commercial terms, and signing contracts;
- Successful experience working with mid-sized and large corporate clients;
- Ability to build communication at the level of owners, CEOs, CTOs, CIOs, CPOs, procurement directors, and other decision-makers;
- Understanding of the specifics of evaluating and selling IT projects, presale processes, and forming project teams;
- Ability to identify client business needs and, together with the technical team, form a relevant solution;
- Proven experience in meeting sales targets and achieving measurable commercial results;
- Willingness to independently engage in cold client prospecting without relying on a ready inbound lead flow;
- Ability to find necessary contacts, reach decision-makers, and independently organize initial meetings;
- Strong skills in preparing presentations, commercial proposals, and conducting negotiations;
- Ability to explain complex technical solutions in business-friendly language;
- Experience in handling complex negotiations and objections;
- Independence, systematic approach, and results-orientation;
- Ability to build own sales funnel, manage CRM, and provide realistic deal forecasts;
- Initiative and readiness to test new approaches and client acquisition channels;
- Willingness to work with a limited marketing budget and independently create new sales opportunities.
Will be a plus:
- Existing client base and contacts of decision-makers in mid-sized and large businesses;
- Good understanding of the Russian market for IT outsourcing, custom development, and outstaffing;
- Experience working with international clients;
- Experience selling large and long-term IT contracts;
- Experience with tenders and corporate procurement;
- Experience acquiring clients through partner channels, conferences, professional communities, and personal networking;
- Proven experience in direct IT services sales for over 5 years;
- English language: Upper Intermediate and above;
- Higher technical education;
- Experience in building a department or commercial function after independently establishing a working sales model.
Responsibilities:
- Independent search and acquisition of new corporate clients in Russia and, if necessary, in international markets;
- Finding and reaching decision-makers: business owners, CEOs, CTOs, CIOs, CPOs, procurement directors, and heads of relevant departments;
- Conducting initial meetings and identifying potential clients' business and technical needs;
- Selling custom development, dedicated teams, outstaffing, IT outsourcing, and other company services;
- Developing solutions and commercial proposals in collaboration with the technical team;
- Participating in project evaluation, team composition definition, and commercial terms preparation;
- Preparing and defending presentations and commercial proposals to clients;
- Negotiating pricing, timelines, cooperation models, and other terms of collaboration;
- Managing the deal from the first contact to contract signing;
- Building, developing, and maintaining own sales funnel;
- Working with CRM, maintaining up-to-date information on potential clients and deals;
- Preparing realistic forecasts for deal closing timelines and probabilities;
- Searching and testing new sales channels: cold prospecting, referrals, partnerships, events, professional communities, tenders, and other channels;
- Searching for relevant tenders, reaching out to procurement organizers, and managing tender projects;
- Participating in industry events, conferences, and business meetings to attract new clients;
- Developing long-term client relationships and identifying new areas of cooperation;
- Participating in shaping the company's positioning, commercial materials, presentations, and case studies;
- Analyzing the effectiveness of sales channels used and developing the most productive ones;
- After establishing a stable and reproducible sales process, participating in building the commercial team and further developing the sales function.
Conditions:
- Compensation consists of a fixed part and a transparent bonus for attracted and implemented contracts;
- The level of the fixed part is discussed individually based on the candidate's experience and proven results;
- The upper limit of total income is unlimited and depends on commercial performance;
- Full-time employment;
- Work format: remote / hybrid / office — discussed individually;
- Quick access to the technical team, developers, and experts for presales and proposal preparation;
- High degree of autonomy in choosing sales channels and organizing work with clear accountability for results;
- Opportunity to directly influence the commercial offer, positioning, and company development strategy;
- Potential to build a commercial function and lead a sales team in the future;
- With confirmed long-term results, there is a possibility of transitioning to a deeper role in the company's business development.
Our advantages:
- Strong technical team with expertise in developing complex and high-load IT systems;
- Opportunity to sell real services and competencies of our own team, not a standard boxed product;
- Direct interaction with company owners and minimal internal approvals;
- Ability to influence product and commercial strategy;
- Flexibility in forming solutions for client needs;
- Participation in large and technologically complex projects;
- Opportunity to develop own sales channels and test new commercial hypotheses;
- Opportunity for professional and career growth as the commercial direction develops;
- Training and professional development, including company-sponsored;
- Open management and the ability to make quick decisions.
Please briefly describe 2–3 deals in which you personally participated:
- Which client and for what service did you attract them;
- How did you find the contact and reach the decision-maker;
- What was your personal role in the sale;
- What was the contract amount or range;
- How long did it take from the first contact to signing the contract;
- Which new client acquisition channels yielded the best results for you.
Important: this position involves independent search and acquisition of new clients. It is less suitable for candidates whose experience is primarily related to handling inbound inquiries, servicing existing clients, or managing a ready sales team without personal involvement in new deals.
