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Description supplied by the original job listing.
Role: Enterprise Sales Specialist
Location: Thane Maharashtra
Desired Experience Range: 6-8 years of experience in enterprise or institutional sales.
Required Technical Skill Set Sales
Desired Competencies (Technical/Behavioral Competency)
Must-Have
1. Strong exposure to Government / Higher Education - University ecosystem.
2. Strategic Account Management
3. Farming & Revenue Expansion
4. Government & Institutional Sales Expertise
5. Financial Acumen (Billing & Collections)
6. Stakeholder, CXO Management,
Good-to-Have
Negotiation & Goverance Discipline
Responsibility of / Expectations from the Role
1. Revenue Ownership & Target Achievement [Existing Key Accounts Group (KAG)] - Own and achieve annual and quarterly revenue targets for assigned Govt / University / Higher Education - KAG accounts. Drive Q-o-Q & YoY growth through expansion of existing contracts, renewals, and additional solution adoption.
2. 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.
3. 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.
4. 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.
5. 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.
6. Internal Collaboration & Compliance – Align sales with delivery capabilities, participate in revenue and pipeline reviews, and ensure all contractual and regulatory requirements are met.
Work arrangement
No
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