GTM Saas Growth (supply Chain & Distribution Platforms)_mpin

GTM SaaS Growth (Supply Chain & Distribution Platforms)

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

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 include:

• Revenue ownership: Carry defined SaaS revenue target, generate revenue from both direct mid-market customers and strategic accounts acting as distribution or integration partners, build recurring revenue base.
• New logo & cross-sell: Identify new mid-market accounts, activate cross-sell within existing Bosch enterprise relationships, convert pilot deployments into long-term subscriptions.
• ROI-based selling: Run operational efficiency demos, build quantified business cases (inventory accuracy, throughput gains, workflow automation savings), address ERP integration resistance.
• Product collaboration: Work with product teams to refine feature positioning, translate customer feedback into structured enhancement inputs, support packaging and pricing refinement.
• Pipeline discipline: Maintain structured CRM hygiene, ensure 3x pipeline coverage, maintain forecast accuracy within defined thresholds.
• 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:

• 3PL warehouse operators
• Distribution companies running Tally or similar ERPs
• Mid-sized retail distribution networks
• Logistics operators without enterprise-grade WMS

Qualifications

Required experience includes:

• 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