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:

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