Sales Director - Public Sector (BFSI Accounts)

HCLSoftware; Mumbai; On-site; INR 4,200,000 - 6,500,000; Full time

Job summary

HCLSoftware seeks an experienced Enterprise Sales Director for Public Sector (BFSI) in Mumbai to drive revenue with PSU banks. You will own targets, develop strategic plans, map accounts, and expand relationships across IT, procurement and business units, while coordinating with SI partners and ensuring successful tender responses.

The role requires a mature, consultative seller who can navigate complex procurement cycles, build executive relationships, and deliver measurable business value

Qualifications

• Bachelor’s degree in engineering, technology, business or related discipline; MBA preferred.
• Typically 5–10 years of Govt/PSU technology or software sales experience, including substantial experience selling to PSU banks.
• Demonstrated success in managing large banking accounts and achieving sales targets.
• Experience working with system integrators and channel partners on joint opportunities and bids.

Responsibilities

• Own sales targets for the assigned PSU banking accounts and territory.
• Develop quarterly and annual business plans with revenue objectives, account priorities and milestones.
• Identify new opportunities across bank HQs, technology teams, business units and buyers.
• Expand relationships through additional use cases, licence expansion, renewals where assigned, and cross-selling.
• Maintain a balanced pipeline across near-term opportunities and longer-term strategic initiatives.
• Take ownership of opportunities from qualification through negotiation, closure and handover.
• Develop and maintain comprehensive account plans for priority accounts.
• Complete 360-degree account mapping covering priorities, tech landscape, deployments, procurement.
• Build organisation charts identifying decision-makers, budget owners, evaluators and stakeholders.
• Maintain heat maps to identify coverage gaps and growth opportunities.
• Establish structured engagement plans with executives, workshops and reviews.
• Build relationships across IT, information security, digital banking, operations, procurement and business functions.
• Understand customer challenges and translate into relevant software use cases and outcomes.
• Position solutions around priorities like efficiency, security, automation, resilience, customer experience.
• Collaborate with Sales Engineers to conduct discovery, demos and proofs of concept.
• Develop business cases and proposals communicating value and justification.
• Apply MEDDIC or prescribed qualification methodology.
• Build customer champions and access to economic buyers and decision-makers.
• Track RFIs/RFPs and tenders and understand procurement timelines and criteria.
• Lead bid/no-bid discussions and ensure timely documentation and approvals.
• Coordinate technical and commercial responses with internal teams and partners.
• Ensure timely completion of bid documentation and submissions.
• Support clarifications, evaluations and contract finalisation.
• Follow customer procurement requirements and company policies.

Skills

Senior stakeholder engagement

Strategic account management

Commercial judgement

Solution selling

Bid execution

Ownership and persistence

Communication

Collaboration

Education

Bachelor's degree

MBA

Job description

Job Description: – Sales Director - Public Sector (BFSI Accounts)

Company: HCLSoftware

Coverage: Assigned Public Sector Bank accounts in the Mumbai region

Function: Software Sales

Designation - Sales Director - Public Sector (BFSI Accounts)

Total Exp: 12-17 Years

Role Overview

HCLSoftware is seeking an experienced enterprise sales professional to grow its business across Public Sector Banks in the Mumbai region.

The role requires a mature, consultative salesperson who can build senior customer relationships, identify business and technology requirements, and manage complex software opportunities through the procurement cycle. The candidate will be responsible for developing existing accounts, acquiring new business, and driving upsell and cross-sell opportunities across the relevant HCLSoftware portfolio.

Key Responsibilities

1. Business Development and Revenue Ownership

• Own sales targets for the assigned PSU banking accounts and territory.
• Develop quarterly and annual business plans with clear revenue objectives, account priorities and execution milestones.
• Identify new opportunities across bank headquarters, technology teams, business units and other relevant buying centres.
• Expand existing customer relationships through additional use cases, licence expansion, renewals where assigned, and cross-selling of relevant solutions.
• Maintain a balanced pipeline across near-term opportunities and longer-term strategic initiatives.
• Take ownership of opportunities from initial qualification through negotiation, closure and handover.

2. Strategic Account Planning and Coverage

• Develop and maintain comprehensive account plans for priority accounts.
• Complete 360-degree account mapping covering business priorities, technology landscape, existing deployments, procurement processes, competitors and partners.
• Build organisation charts identifying decision‑makers, budget owners, technical evaluators, procurement stakeholders and influencers.
• Maintain account heat maps to identify current solution coverage, relationship gaps and growth opportunities.
• Establish a structured engagement plan for each account, including executive meetings, technical workshops and opportunity reviews.
• Build relationships across IT, information security, digital banking, operations, procurement and relevant business functions.

3. Consultative and Value‑Based Selling

• Understand customer challenges and translate them into relevant software use cases and measurable business outcomes.
• Position solutions around customer priorities such as operational efficiency, security, automation, resilience and customer experience.
• Work with Sales Engineers and product specialists to conduct discovery sessions, presentations, demonstrations and proofs of concept.
• Develop business cases and proposals that clearly communicate solution value and commercial justification.
• Apply MEDDIC or the organisation’s prescribed sales qualification methodology to assess and advance opportunities.
• Build customer champions and secure access to economic buyers and key decision‑makers.

4. Tender, Bid and Procurement Management

• Track relevant procurement opportunities, including RFIs, RFPs and tenders.
• Understand each bank’s evaluation criteria, approval process, procurement timelines and commercial requirements.
• Lead bid/no‑bid discussions with internal stakeholders based on solution fit, eligibility, competitive position and commercial viability.
• Coordinate technical and commercial responses with Sales Engineering, product, finance, legal, bid management and partner teams.
• Ensure timely completion of bid documentation, internal approvals and submissions.
• Support clarification meetings, technical evaluations, commercial negotiations and contract finalisation.
• Follow applicable customer procurement requirements and company policies throughout the sales process.

5. Partner and Ecosystem Management

• Develop productive relationships with system integrators, channel partners and other relevant ecosystem participants.
• Map three to five relevant partners for each priority account, based on customer access, capabilities and opportunity fit.
• Define clear responsibilities for customer engagement, solution positioning, bidding and execution.
• Build joint account plans and pursue partner‑led and co‑sell opportunities.
• Coordinate closely with the Partner Manager to strengthen partner engagement and resolve execution gaps.
• Support order processing and payment follow‑up with partners and internal teams, as required.

6. Pipeline, Forecasting and CRM Discipline

• Maintain accurate and timely CRM records for accounts, contacts, opportunities and activities.
• Keep opportunity values, stages, expected closure dates, qualification details and next steps current.
• Build sufficient qualified pipeline to support the assigned quota and agreed coverage requirements.
• Provide realistic forecasts supported by customer engagement, procurement milestones and documented close plans.
• Identify deal risks early and develop mitigation actions.
• Participate in pipeline reviews, forecast calls and Quarterly Business Reviews.

7. Internal Collaboration and Customer Success

• Work closely with TA, product specialists, Partner Management, Customer Success and delivery teams.
• Ensure proposed solutions align with validated customer requirements and product capabilities.
• Coordinate a clear handover after closure, including commitments, stakeholders and implementation expectations.
• Support the resolution of customer concerns by engaging the appropriate internal owners.
• Identify customer references and opportunities for further adoption and expansion.

Required Experience and Qualifications

• Bachelor’s degree in engineering, technology, business or a related discipline; an MBA is preferred.
• Typically 5–10 years of Govt /PSU technology or software sales experience, including substantial experience selling to PSU banks.
• Demonstrated success in managing large banking accounts and achieving sales targets.
• Established relationships within the PSU banking ecosystem, particularly in Mumbai.
• Experience managing complex sales involving multiple stakeholders, technical evaluations, tenders and extended procurement cycles.
• Strong understanding of enterprise software sales, licensing models and commercial negotiations.
• Experience working with system integrators and channel partners on joint opportunities and bids.
• Familiarity with CRM platforms and structured sales qualification methodologies.

Key Skills and Competencies

• Senior stakeholder engagement: Ability to build credibility with banking executives, technology leaders and procurement teams.
• Strategic account management: Ability to convert account intelligence into a practical growth plan.
• Commercial judgement: Strong negotiation skills and discipline in pricing, approvals and deal structuring.
• Solution selling: Ability to connect software capabilities with customer needs and business value.
• Bid execution: Strong coordination and attention to detail across complex tender processes.
• Ownership and persistence: Ability to progress long‑cycle opportunities and maintain clear accountability.
• Communication: Strong presentation, proposal‑writing and interpersonal skills.
• Collaboration: Ability to work effectively across internal teams and the partner ecosystem.

The role is based in Mumbai and requires regular in-person customer and partner engagement, with travel across the assigned territory as needed.