Sales Manager

Job Description IT Sales (Hunting & Farming) | BFSI / Enterprise Accounts

• 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