Senior Manager - Sales - Enterprise Accounts - IT Sales - BFSI Sector

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:
• 1. Business
• 2. IT
• 3. Compliance
• 4. 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:
• 1. Future transformation roadmap
• 2. Investment priorities
• 3. Pain areas and risk mitigation

• Uses CXO inputs to:

1. Identify target departments

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

Domain & Solution Exposure:

• Strong Areas / experience will be an added advantage on below:
• 1. BFSI / Enterprise account management
• 2. Compliance-led sales (AML, KYC, Audit)
• 3. Resource-based IT services
• 4. Application modernization conversations
• 5. Automation & RPA (early-stage adoption)
• Evolving Areas:
• 1. AI-led platforms and enterprise-scale deployments
• 2. Advanced digital transformation use cases