Sales Manager

Tata Consultancy Services; Chennai District, Mumbai; On-site; INR 1,500,000 - 2,200,000; Full time

Job summary

Tata Consultancy Services is seeking a Senior Sales Manager / Senior Account Director for roles in Mumbai/Chennai. The position targets professionals with 8–16 years in enterprise or institutional sales across Education and Government sectors, focusing on Key Account Management, upsell within existing accounts, and strong billing/collections oversight.

Ideal candidates will lead revenue ownership, drive target achievement, and coordinate with cross-functional teams including pre-sales, product,

Qualifications

• 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.

Responsibilities

• Revenue Ownership & Target Achievement (Existing Accounts).
• Account Farming & Revenue Expansion (Upsell/Cross-sell).
• Consultative Sales & Deal Management.
• Billing & Collections Management.
• Customer Relationship Management.

Skills

Key Account Management

Account Farming

Enterprise / Institutional Sales

Upsell & Cross-sell

Stakeholder Management

Job description

Role-Senior Sales Manager / Senior Account Director KAG

Desired Experience Range - 8 to 16 years of experience in enterprise or institutional sales

Location of Requirement - Mumbai/Chennai

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 Competencies (Technical/Behavioral Competency)

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

SN 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