GTM SaaS Growth (Supply Chain & Distribution Platforms)

About the Role

Bosch Mobility Platform & Solutions (MPS) is building vertical software platforms to digitize logistics, distribution, and warehouse operations across India. Our SaaS portfolio includes: Supply Chain Studio (warehouse and yard management platform) SDeX (digital document and workflow automation platform) Integration-led distribution and operational tools These platforms are designed for mid-market logistics and distribution operators who require scalable digital transformation without heavy enterprise ERP complexity. This role is responsible for driving revenue growth within this SaaS portfolio.

Job Description Role Overview The Manager – SaaS Growth will: Sell SaaS solutions to mid-market logistics and distribution operators Drive subscription-based revenue growth Run structured demos and ROI-based sales conversations Work closely with product teams to refine positioning and integration use cases This is a revenue-owning role focused on operational efficiency and workflow digitization. Key Responsibilities 1. Revenue Ownership Carry defined SaaS revenue target Generate revenue from both: Direct mid-market customers Strategic accounts acting as distribution or integration partners Build recurring revenue base 2. New Logo & Cross-Sell Identify new mid-market accounts Activate cross-sell within existing Bosch enterprise relationships Convert pilot deployments into long-term subscriptions 3. ROI-Based Selling Run operational efficiency demos Build quantified business cases (inventory accuracy, throughput gains, workflow automation savings) Address ERP integration resistance 4. Product Collaboration Work with product teams to refine feature positioning Translate customer feedback into structured enhancement inputs Support packaging and pricing refinement 5. Pipeline Discipline Maintain structured CRM hygiene Ensure 3x pipeline coverage Maintain forecast accuracy within defined thresholds 6. Strategic Account & Channel Activation Identify large enterprise or anchor accounts that can act as ecosystem multipliers Structure reseller, referral, or integration-led partnerships Convert enterprise relationships into channel expansion opportunities Work with Digital Infrastructure and Vertical Leads to embed SaaS into larger platform deals Develop at least one strategic account that contributes multi-site or multi-client rollouts Target Customer Profile Primary focus: 3PL warehouse operators Distribution companies running Tally or similar ERPs Mid-sized retail distribution networks Logistics operators without enterprise-grade WMS

Qualifications Required Experience 3–6 years in B2B SaaS sales Experience selling one or more of the following: Warehouse Management Systems (WMS) Supply chain SaaS Workflow automation platforms ERP add-ons for distributors Proven ability to close mid-market subscription deals Experience selling to: Operations Heads Warehouse Managers Business Owners Comfort handling ERP integration concerns Education Bachelor’s degree in Engineering, Technology, Business, or related field Exposure to supply chain, logistics, or operations management preferred MBA optional Additional Information Success Metrics (First 12 Months) Achieve assigned SaaS revenue target Close minimum 6–8 mid-market SaaS deals Convert at least 3 pilot accounts into annual subscriptions Activate cross-sell in at least 2 existing enterprise accounts Establish repeatable SaaS pipeline rhythm Ideal Background Companies Unicommerce Vinculum EasyEcom Browntape Ginesys Supply chain SaaS startups WMS solution providers ERP add-on solution firms What This Role Is NOT Not a pure inside sales role Not an ERP replacement consultant Not a hardware sales position Not an enterprise SAP transformation seller