Sales Manager
- Tata Consultancy
- 10 - 16 years
- Hyderabad
- 4 days ago
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Job Description
Role Title: Senior Sales Manager
Function: Sales & Account Management Education / Government / University Segment
Location: Hyderabad / Bangalore / Chennai/Mumbai
Exp Range : 10-18 Yrs
Role
The Senior Sales Professional KAG is responsible for end-to-end ownership of assigned Education, Government, and
University Key Accounts. The role is focused on retaining and driving revenue growth from existing accounts through
structured farming, upsell, and cross-sell initiatives, while ensuring strong billing discipline, collections management, and
long-term customer relationships.
Key Responsibilities
1. Revenue Ownership & Target Achievement (Existing Accounts) - Own and achieve annual and quarterly revenue
targets for assigned Education / Govt / University KAG accounts. Drive Q-o-Q & YoY growth through expansion of
existing contracts, renewals, and additional solution adoption.
1. 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.
2. 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.
3. 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.
4. 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.
5. Internal Collaboration & Compliance Align sales with delivery capabilities, participate in revenue and pipeline
reviews, and ensure all contractual and regulatory requirements are met.
KPIs / Success Metrics
1. Maintain Revenue achievement from existing assigned KAG accounts
2. Revenue Grow in the assigned account/s, Upsell / cross-sell value realized through farming
3. Billing timeliness (within 3 days of execution)
4. Collections cycle adherence (within 30 days / contract terms)
5. Pipeline conversion ratio
6. Customer satisfaction and retention
Qualifications & Experience
1. Bachelors degree mandatory; MBA preferred.
2. 1018+ years of experience in enterprise or
institutional sales.
3. Strong exposure to Education / Government /
University ecosystem.
4. Proven success in account farming.
5. Experience handling tender-based and
relationship-led sales.
Core Competencies
1. Strategic Account Management
2. Farming & Revenue Expansion
3. Government & Institutional Sales Expertise
4. Financial Acumen (Billing & Collections)
5. Stakeholder & CXO Management
6. Negotiation & Governance Disciplin
Job Classification
Industry: IT Services & ConsultingFunctional Area / Department: Sales & Business DevelopmentRole Category: Enterprise & B2B SalesRole: Zonal Sales Manager (B2B)Employement Type: Full timeContact Details:
Company: Tata ConsultancyLocation(s): Hyderabad
Keyskills: Educational Sales Institutional Sales
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