Role-Senior Sales Qualified

Required Skill Set-Sales

Experience-Minimum 12 years of relevant experience in enterprise or institutional sales, with demonstrated success in strategic account management and revenue growth.

Role Overview

This senior sales role focuses on growing strategic accounts across state government, higher education, university, multinational corporation, and public sector environments. The role combines revenue ownership, consultative solution selling, account expansion, customer governance, and commercial discipline.

Required Competencies

- Strong exposure to government and higher education or university ecosystems
- Strategic account management
- Account farming and revenue expansion
- Government and institutional sales expertise
- Financial acumen, including billing and collections oversight
- Senior stakeholder and CXO-level management

Good-to-Have Strong negotiation capability and governance discipline.

Key Responsibilities

1. Revenue Ownership and Target Achievement for Existing Key Accounts





Own and achieve annual and quarterly revenue targets for assigned government, university, and higher education accounts. Drive quarter-on-quarter and year-on-year growth through contract expansion, renewals, and adoption of additional solutions.
1. Farming, Upsell, and Cross-sell

Develop strategic growth plans for assigned key accounts, identify opportunities across product lines, expand wallet share through value-added solutions, and convert successful delivery into recurring revenue.
1. Consultative Sales and Solution Positioning

Engage Vice Chancellors, Registrars, Controllers of Examinations, Secretaries, and government officials through value-led conversations. Lead RFP and RFI responses, negotiate commercials in line with organizational guidelines, and collaborate with Pre-Sales, Delivery, and Product teams to develop solution-led proposals.

📌 Sales Head (Kolkata)
🏢 Tata Consultancy Services
📍 Kolkata