Senior Director - Niche Sales

Virtusa Corporation is a global provider of digital business strategy, digital engineering, and information technology (IT) services and solutions that help clients change, disrupt, and unlock new value through innovation. We serve Global 2000 companies in Technology, Information Services, Media & Entertainment, Financial Services, Insurance, Healthcare, Communications, Media, Entertainment, Travel, Manufacturing, Technology, Consumer Packaged Goods, and Retail industries.

Summary Of Position

Responsible for driving new logo sales in Virtusa’s Technology, Information Services, Media & Entertainment business unit. Focus on selling IT services across the Digital Transformation (DT) and Cloud Transformation (CT) marketplace, including digital consulting, UX, mobility, digital marketing, digital engineering, cloud development and migration, data/analytics, AI/ML, and more. The target market is large enterprise or upper mid-market, with an industry focus selling into the BFS segment. This role is a direct sales position that will report into the head of BFS Sales and also work closely with the segment leadership team. This is a quota carrying, commissioned sales role, with emphasis on developing pipeline, meeting order booking targets and developing partner channels. Experience of working within a structured sales operations environment will be important. You should have a proven track record of being an over-performer/exceeding quota, and should be self-motivated, detail oriented, and a good multitasker. Experience working at an IT services firm that has focused on selling digital and cloud transformation services. You should be comfortable speaking with both senior level technology, and non-technology buyers. You can interact at a strategic level, convey complex concepts and articulate value.

Responsibilities

Drive Growth: Win new PE logos by leveraging your network, designing targeted pursuits, and opening new relationships.

Expand Accounts: Grow a select portfolio of existing PE/portfolio clients by spotting whitespace and co-creating transformation roadmaps.

Be a Trusted Partner: Build senior-level relationships with PE operating partners, investment teams, and portfolio executives.

Close Complex Deals: Lead the full sales cycle—prospecting, structuring multi-million-dollar engagements, negotiating terms, and closing.

Collaborate with Experts: Work alongside Virtusa’s global leaders in AI, Cloud, and Engineering to craft differentiated, winning solutions.

Preferred Background:

Proven Hunter: A consistent track record of exceeding quotas in IT services or consulting sales.

PE-Savvy: Deep understanding of the private equity ecosystem—firms, portfolio dynamics, and value-creation levers.

Networked: A strong rolodex of PE relationships you can activate immediately.

Solutions-Oriented: Expertise selling digital transformation, cloud modernization, AI/ML, and data-driven services.

Strategic Deal Maker: Ability to structure creative, complex deals with recurring revenue potential.

C-Level Presence: Confident in boardroom conversations with investors, operating partners, and portfolio executives.

Entrepreneurial Spirit: Self-starter excited by building a new business vertical with high autonomy and executive visibility.

Qualifications

• Experience in a “Hunter” role with a quota carrying position.

• Experience selling into the IT industry for Information Services/Hitech/Media/Entertainment

• Experience working with partnerships and channels to drive new business.

• Experience selling services such as digital consulting, UX, mobility, digital marketing, digital engineering, cloud development and migration, data/analytics, AI/ML, etc.

• Ability to drive marketing campaigns.

• Good relationship and networking capabilities and a rolodex that can be used to jumpstart your pipeline.

• Creative thinker and deal maker and able to structure complex, strategic deals with an annuity component.

• Detailed oriented and able to drive a sales process to closure.

• Demonstrated successful proposal development and presentation skills to include strong oral and written communication skills.

• Capable of selling at a C-level and developing sponsorship to drive deal closure.

• Comfortable working in a hands-on environment and possesses an entrepreneurial spirit.

• Ability to travel (up to 50%) if required.

Virtusa was founded on principles of equal opportunity for all, and so does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided based on qualifications, merit, and business need.