Sales Manager

Tata Consultancy Services · Mumbai, India

Role: Senior Sales Manager / Senior Account Director – KAG

Location: Mumbai and Gujarat

Required Technical Skill Set

• Key Account Management & Account Farming

• Enterprise / Institutional Sales (Education & Government)

• Upsell & Cross-sell within Existing Accounts

• Stakeholder Management (CXO / Government Officials)

Desired Experience Range

12–18+ years of experience in enterprise or

institutional sales

Desired Competencies

Must-Have

• Strong experience in Enterprise / Institutional Sales (Education / Government / University)

• Proven expertise in Key Account Management & Account Farming

• Strong Revenue Ownership & Target Achievement track record

• Experience in Upsell & Cross-sell within existing accounts

• Solid understanding of Billing processes and Collections management

Good-to-Have

• Familiarity with Government procurement policies and compliance frameworks

• Experience collaborating with cross-functional teams (Pre-sales, Product, Delivery)

• Knowledge of Education tech / digital solutions ecosystem

• Strong data-driven pipeline management & forecasting skills

• Hands-on experience with RFP/RFI processes and tender-based sales

Responsibility of / Expectations from the Role

1 Revenue Ownership & Target Achievement (Existing Accounts)

2 Account Farming & Revenue Expansion (Upsell/Cross-sell)

3 Consultative Sales & Deal Management

4 Billing & Collections Management

5 Customer Relationship Management