Enterprise Sales (Ed-Tech Domain)

Tata Consultancy Services; Patna; On-site; INR 2,500,000 - 3,800,000; Full time

Job summary

Tata Consultancy Services in Patna is seeking an Enterprise Sales Specialist (Educational Domain) with 10+ years of experience in enterprise or institutional sales to own revenue across government and university accounts. The role requires strategic account management, solution positioning, and governance across billing and collections.

You will engage senior university and government stakeholders, lead RFP/RFI efforts, collaborate with pre-sales and product teams, and drive recurring revenue

Qualifications

• 1. Strong exposure to Government / Higher Education - University ecosystem.
• 2. Strategic Account Management.
• 3. Farming & Revenue Expansion.
• 4. Government & Institutional Sales Expertise.
• 5. Financial Acumen (Billing & Collections).
• 6. Stakeholder, CXO Management.

Responsibilities

• Revenue Ownership & Target Achievement for Govt/Higher Ed KAG accounts, driving growth and renewals.
• Farming, Upsell & Cross-sell to expand wallet share across product lines.
• Consultative Sales & Solution Positioning with VCs, Registrars, and Govt officials; lead RFP/RFI responses.
• Billing & Collections accountability with timely invoicing and receivables follow-up.
• Customer Relationship & Governance as the single point of accountability for satisfaction.
• Internal Collaboration & Compliance aligning sales with delivery and regulatory requirements.

Skills

Govt/Higher Ed

Strategic Accounts

Revenue Expansion

Govt/ Institutional Sales

Billing & Collections

CXO Stakeholder Mgmt

Job description

Role: Enterprise Sales Specialist (Educational Domain)

Location: Patna

Desired Experience Range: 10+ years of experience in enterprise or institutional sales.

Required Technical Skill Set Sales

Desired Competencies (Technical/Behavioral Competency)

Must-Have

• 1. Strong exposure to Government / Higher Education - University ecosystem.
• 2. Strategic Account Management
• 3. Farming & Revenue Expansion
• 4. Government & Institutional Sales Expertise
• 5. Financial Acumen (Billing & Collections)
• 6. Stakeholder, CXO Management,

Good-to-Have

• Negotiation & Goverance Discipline

Responsibility of / Expectations from the Role

• 1. Revenue Ownership & Target Achievement [Existing Key Accounts Group (KAG)] - Own and achieve annual and quarterly revenue targets for assigned Govt / University / Higher Education - KAG accounts. Drive Q-o-Q & YoY growth through expansion of existing contracts, renewals, and additional solution adoption.
• 2. Farming, Upsell & Cross-sell - Develop account farming plans for KAG, identify new opportunities across product lines, expand wallet share with value-added solutions, and turn delivery into recurring revenue.
• 3. Consultative Sales & Solution Positioning - Engage Vice Chancellors, Registrars, Controllers of Examination, Secretaries, and Govt officials through value-led conversations. Lead RFP / RFI responses and negotiate commercials in compliance with internal guidelines. Collaborate with Pre-Sales, Delivery, and Product teams to build solution-led proposals.
• 4. Billing & Collections Accountability - Ensure timely billing within 3 working days of milestone or project execution completion. Track outstanding receivables for assigned KAG accounts. Actively follow up with customers to ensure collections are realized within 30 days or contractual payment terms.
• 5. Customer Relationship & Governance - Act as the single point of accountability for customer satisfaction and relationship health. Proactively manage escalations in collaboration with delivery and leadership teams.
• 6. Internal Collaboration & Compliance – Align sales with delivery capabilities, participate in revenue and pipeline reviews, and ensure all contractual and regulatory requirements are met.