• Own the annual sales target for the TestEdge portfolio across all series and geographies.

• Build and manage a rolling twelve-month pipeline with clear stage definitions, conversion assumptions, and quarterly commit numbers.

• Deliver monthly and quarterly reviews with the business leadership, with a clear read on wins, losses, and forward visibility.

Channel activation within existing TCE schools

• Design and execute the go-to-market plan to activate TestEdge within TCE’s existing school accounts across CBSE, ICSE, and state boards.

• Work with the TCE school teams to prioritise accounts and convert principal and management conversations into TestEdge enrolments.

• Build the joint pitch narrative that positions TestEdge as a natural extension of the TCE offering

New account development

• Identify and pursue schools and school groups outside the current TCE footprint where the TestEdge value proposition fits.

• Build direct relationships with school leadership, trust members, and academic heads at the level required to close institutional agreements.

Product, pricing and market feedback

• Ensure the TestEdge brand and academic identity are represented accurately and consistently in all customer conversations.

• Bring field intelligence back to the partnership – what schools are asking for, where the offering needs to flex, and where competitors are winning.

• Develop a clear point of view on which series fit which school profile, and feed this back into product and pricing decisions.

• Work with the product and academic teams to shape solution configurations for larger accounts where a standard SKU does not fit.

• Keep abreast of competitive offerings, and publish periodic updates on comparative standings for TestEdge programmes.

Team and governance

• Build and lead the sales team required to deliver the plan, in line with the agreed operating structure.

• Maintain sales hygiene – CRM discipline, forecast accuracy, deal documentation, and handover to delivery teams.

Required Skills and Experience:
Experience

• Approximately 15 years of overall sales experience, with a strong record of carrying and delivering revenue targets in institutional or B2B2C contexts.

• At least 4 to 5 years within the education sector – school channel sales, coaching institute sales, edtech, or educational publishing. Candidates with test-prep, K-12 supplementary, or school-facing solution sales backgrounds will be preferred.

• Demonstrated experience managing at least one large partnership, alliance, or channel relationship as the commercial owner, not just as a participant.

Market understanding

• Working knowledge of the competitive exam preparation market in India – NEET, JEE, MHT-CET – and a clear view on how schools evaluate coaching partners.

• Familiarity with the K-12 school buying process, including how principals, trust chairpersons, and academic heads make decisions on external programmes.

Capabilities

• Strong commercial instincts – pricing, deal structuring, and reading the competitive landscape

• Ability to build credible relationships with school owners and decision-makers

• Ability to build and coach a team, and to model the standard of customer engagement expected of them.

Personal attributes

• Credibility and gravitas to sit across from senior school leadership

• Bias for action, comfort with travel, and the resilience required for a sales role with a long institutional sales cycle.

• Alignment with the Tata group’s standards on conduct and customer engagement.

Success Measures

Performance in the role will be assessed on:

• Achievement of the annual TestEdge revenue plan.

• Conversion rate within the existing TCE school base.

• Number and quality of new institutional accounts opened.

• Sales team build-out and retention against the agreed plan.