Senior Sales Manager

About the Company

Tata Consultancy Services is a major global provider of IT and business services, with a workforce of more than 612,000 people across 55 countries and reported revenue of USD 29.08 billion in 2023-24. Its offerings span cloud infrastructure, cognitive business operations, cybersecurity, consulting, enterprise solutions, Internet of Things and digital engineering, data and analytics, and more. The company is also recognized as one of India’s largest equal-opportunity employers, with over one lakh women professionals and a consistent presence among the country’s most respected companies.

Role Overview

This position is for a Senior Sales Manager in the Sales & Account Management function, focused on the Education, Government, and University segment. The role is based in Hyderabad, with consideration for Bangalore, Chennai, and Mumbai. It is an account-growth role centered on managing key accounts end to end, strengthening long-term client relationships, and improving revenue from existing business through structured farming, upselling, and cross-selling.

What the Role Involves

The selected professional will take ownership of assigned key accounts and be accountable for annual and quarterly revenue goals. Success in the role depends on expanding existing contracts, securing renewals, creating new opportunities across solution areas, and improving wallet share through value-added offerings. The position also requires strong billing discipline, active receivables tracking, and timely collections follow-up.

Key Responsibilities

The role requires ongoing engagement with senior stakeholders such as Vice Chancellors, Registrars, Controllers of Examination, Secretaries, and government officials through consultative, value-driven discussions. The manager will lead responses to RFPs and RFIs, support commercial negotiations within internal policy boundaries, and work closely with Pre-Sales, Delivery, and Product teams to shape solution-led proposals. The role also includes managing customer satisfaction, handling escalations, aligning sales efforts with delivery capability, and participating in pipeline and revenue reviews while ensuring contractual and regulatory compliance.

KPIs and Success Measures

Performance will be tracked through revenue achievement in assigned key accounts, growth from upsell and cross-sell initiatives, billing completion within 3 working days of milestone or execution closure, collection realization within 30 days or according to contract terms, pipeline conversion effectiveness, and overall customer retention and satisfaction.

Qualifications and Experience

A bachelor’s degree is required, and an MBA is preferred. The role calls for 10 to 18+ years of experience in enterprise or institutional sales, along with strong exposure to the education, government, or university ecosystem. Candidates should have a proven record in account farming and experience in both tender-driven and relationship-led sales environments.

Core Competencies

The ideal candidate should bring strategic account management capability, revenue expansion through farming, expertise in government and institutional sales, strong financial awareness for billing and collections, the ability to manage senior stakeholders and CXOs, and solid negotiation skills with a disciplined approach to governance.

Additional Information

Location options include Hyderabad, Bangalore, Chennai, and Mumbai. The role is targeted toward managing established accounts rather than acquiring entirely new business.