Job Description Summary:

Hunting Account Executive — India Enterprise & Conglomerates

Title: Hunting Account Executive (AD) Location: India (Mumbai / Bengaluru /) Business Unit: India Enterprise Reports To: India BU Head / Country Sales Leader

Role Summary

The Account Executive role is pivotal in driving sales and service excellence within our organization.

1 This is a dedicated hunting role focused exclusively on acquiring new logos among India's largest enterprises, conglomerates, and Fortune India 500 companies. The ideal candidate is a seasoned enterprise sales leader with a proven track record of originating, shaping, and closing large-scale digital transformation deals in the $30–40M+ TCV range, with deep, personal CXO-level relationships across major Indian business houses.

With a focus on sales, service, and marketing, the candidate will leverage their domain expertise to enhance customer relationships and drive business growth.

2

Key Responsibilities

? New Logo Acquisition & Deal Origination

- Hunt and acquire new enterprise logos across India's top conglomerates (e.g., Tata Group, Reliance, Adani, Mahindra, Birla, Godrej, Bajaj, L&T;, etc.).
- A new customer to the business unit; no revenue in the previous 24 months (for the Parent-BU combination). Once revenue with a Client begins, they will remain as New logo for the first 12 months.3
- Build and maintain a qualified pipeline of $100M+ in TCV across target accounts.
- Leverage the Global Sales Intel Cell (GSIC), the sales intelligence, strategy & insights unit of the Global Large Deals (GLD) team4,



for account dossiers and strategic deal intelligence.

? Large Deal Pursuit & Closure

- Own end-to-end pursuit of transformation deals worth $30M–$40M+ spanning application modernization, cloud, data & AI, digital engineering, BPO, and enterprise platforms (SAP, Salesforce, Workday, etc.).
- The Global Large Deals Team (GLDT) is a specialized unit that supports the company's largest and most complex deals. We help you with deal origination and win high-value opportunities more frequently and profitably.5 Collaborate with GLDT for pursuit management, solutioning, and stakeholder engagement.
- Navigate Company's Delegation of Authority (DOA) approval framework that defines accountability for deal decisions at appropriate levels in the organization6, managing qualification reviews, deal approvals, and risk governance for large pursuits.

? CXO Relationship Management

- Activate and leverage existing CXO relationships (CEO, CIO, CTO, CFO, CHRO) at India's largest enterprises and conglomerates to position Company as a strategic transformation partner.
- Conduct executive-level conversations aligned with Company's Client Messaging Framework (CMF) and Client Value Framework (CVF).
- Orchestrate C-suite engagement programs — executive briefings,



innovation workshops, and AI immersion sessions at Company's India AI Lab and Moment™ Studio.

? Strategic Account Planning & Collaboration

- Develop 12–18 month account penetration plans for target recent logo accounts, identifying whitespace opportunities and buyer priorities.
- Collaborate cross-functionally with Consulting, Multiple Service Lines and Delivery to build differentiated, outcome-oriented solutions.
- The Company Way to Sell (CWTS) 5 stage sales process provides Company Leadership with a common understanding of how far an opportunity has progressed through our sales cycle.3 Operate rigorously within this framework from Engagement through Final Negotiation.

Candidate Profile

Must-Have Qualifications

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Requirement

Details

Experience

1. 15 years in enterprise IT/digital services sales; minimum 5+ years in a pure hunting/new logo role

Deal Size

Demonstrated history of personally originating and closing deals in the $30M–$40M+ TCV range

Industry Focus

Deep familiarity with India's enterprise landscape — conglomerates, diversified groups, large private and PSU enterprises

CXO Access

Active, current relationships with CXOs (CIO, CTO, CEO, CFO) at 10+ large Indian enterprises; ability to open doors at the highest level

Transformation Selling

Experience selling large, multi-service, multi-year digital transformation engagements (cloud, AI, app modernization, ERP, BPO, managed services)

Education

MBA or equivalent from a premier institution preferred

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