Sales Manager

Job description

**Role Title: Senior Sales Manager** **Function: Sales & Account Management Education / Government / University Segment** **Location: Hyderabad / Bangalore / Chennai/Mumbai** **Exp Range : 10-18 Yrs** **Role** The Senior Sales Professional KAG is responsible for end-to-end ownership of assigned Education, Government, and University Key Accounts. The role is focused on retaining and driving revenue growth from existing accounts through structured farming, upsell, and cross-sell initiatives, while ensuring strong billing discipline, collections management, and long-term customer relationships. **Key Responsibilities** 1. Revenue Ownership & Target Achievement (Existing Accounts) - Own and achieve annual and quarterly revenue targets for assigned Education / Govt / University KAG accounts. Drive Q-o-Q & YoY growth through expansion of existing contracts, renewals, and additional solution adoption. 1. Farming, Upsell & Cross-sell - Develop account farming plans for KAG, identify new opportunities across product lines, expand wallet share with value-added solutions, and turn delivery into recurring revenue. 2. Consultative Sales & Solution Positioning - Engage Vice Chancellors, Registrars, Controllers of Examination, Secretaries, and Govt officials through value-led conversations. Lead RFP / RFI responses and negotiate commercials in compliance with internal guidelines. Collaborate with Pre-Sales, Delivery, and Product teams to build solution-led proposals. 3. Billing & Collections Accountability - Ensure timely billing within 3 working days of milestone or project execution completion. Track outstanding receivables for assigned KAG accounts. Actively follow up with customers to ensure collections are realized within 30 days or contractual payment terms. 4. Customer Relationship & Governance - Act as the single point of accountability for customer satisfaction and relationship health. Proactively manage escalations in collaboration with delivery and leadership teams. 5. Internal Collaboration & Compliance Align sales with delivery capabilities, participate in revenue and pipeline reviews, and ensure all contractual and regulatory requirements are met. **KPIs / Success Metrics** 1. Maintain Revenue achievement from existing assigned KAG accounts 2. Revenue Grow in the assigned account/s, Upsell / cross-sell value realized through farming 3. Billing timeliness (within 3 days of execution) 4. Collections cycle adherence (within 30 days / contract terms) 5. Pipeline conversion ratio 6. Customer satisfaction and retention **Qualifications & Experience** 1. Bachelor’s degree mandatory; MBA preferred. 2. 10–18+ years of experience in enterprise or institutional sales. 3. Strong exposure to Education / Government / University ecosystem. 4. Proven success in account farming. 5. Experience handling tender-based and relationship-led sales. **Core Competencies** 1. Strategic Account Management 2. Farming & Revenue Expansion 3. Government & Institutional Sales Expertise 4. Financial Acumen (Billing & Collections) 5. Stakeholder & CXO Management 6. Negotiation & Governance Disciplin