Senior Manager - Sales

Job Description :

• Drive new business acquisition (Hunting) within the BFSI sector by identifying, pitching, and closing IT solutions and services.

• Manage and grow existing BFSI accounts (Farming) through upselling, cross-selling, and relationship management.

• Sell IT services/software including digital transformation, cloud, cybersecurity, data, and managed services.

• Experience in Selling Software Application Based Projects, Services i.e. Development, Testing Services, Data & Analytics Services, Automation Services, AI Services, etc.

• Build strong relationships with CXOs, IT Heads, and Procurement teams in banks, NBFCs, insurance, and fintech firms.

• Own the end-to-end sales cycle: lead generation, proposal, negotiation, closure, and account expansion.

• Achieve revenue targets, maintain CRM hygiene, and collaborate with presales and delivery teams.

Key Skills :

• IT/BFSI/Enterprise sales experience.

• Strong hunting mindset + account farming capability.

• Excellent communication & negotiation skills.

• Understanding of BFSI technology landscape.

• New logo acquisition (Hunting) : Identify and pursue greenfield BFSI / Enterprise accounts; build pipeline through outreach, industry networks, and partner channels; own the pitch and closure.

• Account growth (Farming) : Manage and grow a portfolio of existing BFSI accounts through structured account planning, upsell, and cross-sell of additional service lines.

• End-to-end sales cycle ownership : Drive lead qualification, RFP/RFI responses, commercial negotiation, MSA/SOW closure, and handover to delivery.

• CXO engagement : Build and maintain trusted relationships with CDOs, CIOs, CTOs, CISOs, and Procurement heads in target accounts.

• Solution positioning : Work with presales and practice teams to craft compelling, commercially viable proposals across digital, cloud, data, cybersecurity, and managed services.

• Revenue accountability : Own quarterly and annual revenue targets; maintain accurate pipeline hygiene in CRM (Salesforce or equivalent).

• Market intelligence : Track BFSI technology spend trends, regulatory changes (RBI, IRDAI, SEBI), and competitor movements to inform sales strategy.

• Manages RFP identification, qualification, and submission.

• Coordination with practice teams, presales, delivery, and leadership.

• Work on Multiple weekly RFPs including identifying new RFP requirements from customer and supporting customers in Pre-RFP identification.

• Handles CXO-level engagement, understanding transformation roadmaps and positioning Tech Mahindra capabilities accordingly.

• Balances account governance, opportunity mining, and stakeholder management.

Key Account Management Strengths:

• Strong experience in large, complex BFSI accounts, especially SBI ecosystem.

• Deep understanding of account mining, cross-department engagement, and long-cycle government/BFSI sales.

• Proven ability to work across :

• Business

• IT

• Compliance

• Procurement

• Comfortable managing RFP-driven sales, and strict compliance environments.

Deal Experience & Revenue Impact :

• Identify / Closed a USD 1M+ deals.

• Resource-based (T&M) engagement.

• Resource augmentation deals.

• Infrastructure Services & System Integration deal.

• Software renewals.

• Incremental expansions Upsell / Cross Sell / New Deal identification.

• Strong understanding of margin vs pricing trade-offs in BFSI & Enterprise Segment.

CXO Engagement Approach :

• Discussions focused on :

• Future transformation roadmap

• Investment priorities

• Pain areas and risk mitigation

• Uses CXO inputs to:

• Identify target departments

• Position relevant services (Application Modernization, Automation, Data, Contact Center)

Domain & Solution Exposure :

• Strong Areas / experience will be an added advantage on below:

• BFSI / Enterprise account management

• Compliance-led sales (AML, KYC, Audit)

• Resource-based IT services

• Application modernization conversations

• Automation & RPA (early-stage adoption)

Evolving Areas :

• AI-led platforms and enterprise-scale deployments.

• Advanced digital transformation use cases.

• Worked in companies like: TCS, LT Mindtree, Coforge, Tech Mahindra, Infosys, Zensar, Birla soft, Kyndryl, IBM or any other large IT Services Companies.