Sales Enablement Specialist

1. Role Purpose

Build and operate the organisation's Examination Intelligence & Client Knowledge Base and convert examination, client and market intelligence into actionable Sales Enablement inputs. The role will map the pan-India examination universe, track examination and client cycles, identify qualified opportunities, support lead generation, and provide timely inputs for new client acquisition, cross-selling, upselling and long-term contract conversion.

2. Key Responsibilities

A. Examination & Client Knowledge Base

• Build, maintain and continuously enrich a centralised examination and client knowledge base covering government bodies, examination authorities, universities, boards, commissions and other examination-conducting organisations across India.
• Develop structured client profiles covering examination category/type, candidate volume, examination frequency/cycle, services currently engaged, contract/agreement status, key dates and relevant authorities.
• Categorise clients based on business potential, examination volume, frequency and strategic importance to enable Sales prioritisation and focused account planning.
• Maintain a single source of truth with high data accuracy and regular updates.

B. Pan-India Examination Mapping & Opportunity Radar

• Map and continuously track the pan-India examination universe, including annual/tentative calendars, notifications, tenders, awards and other credible public information.
• Identify upcoming examinations sufficiently in advance, determine the likely procurement/opportunity window and convert examination intelligence into actionable Sales opportunities.
• Develop and circulate a monthly/quarterly Examination Radar / Opportunity Calendar for regional Sales teams, with urgent opportunities escalated immediately.
• Identify the optimum pitching window for each client based on examination cycle, tender/procurement timelines, historical engagement and likely decision points.
• Track smaller/occasional clients and previously declined or lost opportunities so that they can be re-engaged ahead of the next relevant examination cycle.

C. Lead Generation & Market Research

• Generate qualified leads through research on new examination authorities, upcoming examinations, tenders/RFPs, re-tenders, expiring contracts and emerging service requirements.
• Monitor government tender portals, institutional websites, award notices and other credible public sources.
• Build prioritised account intelligence and lead lists with a clear opportunity rationale, recommended action and relevant source evidence rather than sharing raw data.
• Identify emerging examination segments, geographies and high-potential accounts.

D. Competitor & Vendor Intelligence

• Maintain a separate competitor/vendor intelligence database covering vendor name, clients served, services offered and publicly available contract start/end dates.
• Identify competitor presence, displacement opportunities and competitive positioning within strategic accounts.
• Use public tender and contract-award information to continuously update competitor intelligence.

E. Sales Enablement & Account Intelligence

• Prepare pre-meeting intelligence briefs and account snapshots for priority client engagements, highlighting client context, upcoming examination, current services, competitive landscape and recommended Sales actions.
• Monitor Sales engagement across mapped accounts and identify follow-up gaps, procurement windows, cross-sell/upsell opportunities, renewal opportunities and potential long-term contract opportunities.
• Develop Client → Examination → Requirement → Service mapping to guide Sales on what to pitch.
• Support client meeting briefs, account plans, pitch inputs and opportunity summaries, and provide actionable recommendations to regional/on-ground Sales teams.
• Enable zone-wise collaboration through a common data environment while maintaining central visibility, governance and data standards.

F. Examination Database Validation & Data Intelligence

• Validate examination and client information against live/publicly available sources, including examination name, last examination date, candidate count/volume, authority and relevant dates.
• Establish data-validation protocols, assign confidence levels to critical records and periodically cleanse the database to maintain a reliable single source of truth.
• Analyse examination, client and opportunity data to identify patterns, priority accounts, timing windows and potential revenue opportunities.

G. Service Mapping, Cross-Sell & Upsell Intelligence

• Develop and maintain Client/Examination → Service Requirement → Potential Service Bundle mapping.
• Identify gaps between services currently procured by a client and relevant services that could potentially be introduced, bundled or expanded.
• Generate qualified cross-selling and upselling recommendations and support Sales in positioning integrated solutions.
• Maintain clarity on service bundling and integrated solution positioning so that Sales can consistently identify and pitch relevant combinations of services.

Role Scope / Boundary:This is not a pure MIS, data-entry or tender-search role. The resource is expected to interpret research, connect examination/client intelligence to Sales priorities, recommend the next action and contribute to revenue enablement.

3. Key Deliverables / KPIs

Area

Indicative Deliverable / KPI

Client Intelligence

Accurate, comprehensive and regularly updated client knowledge base

Examination Intelligence

Pan-India examination universe and client-wise examination calendar

Lead Generation

Qualified leads and actionable opportunity identification

Opportunity Radar

Monthly/quarterly upcoming-examination and Sales opportunity radar

Sales Enablement

Pre-meeting briefs, account intelligence and pitch inputs

Cross-sell / Upsell

Identified service gaps and qualified recommendations

Competitor Intelligence

Continuously updated vendor/competitor mapping

Data Quality

Validated information with confidence scoring

Account Coverage

Identification of dormant, missed and previously lost opportunities

Revenue Enablement

Contribution to new client acquisition, wallet share and long-term contracts

4. Required Skills & Qualifications

• 2–4 years of experience in research, sales support, business intelligence, lead generation, presales, consulting or sales enablement; Government/Public Sector, tenders, examinations, education or institutional sales exposure is an advantage.
• B.Tech / BE from a Tier-I or Tier-II institution. MBA in Sales, Marketing, Strategy or Business Analytics will be an added advantage.
• Strong research, analytical and problem-solving skills with the ability to convert information into actionable business intelligence and clear Sales actions.
• High attention to detail and data accuracy, particularly for candidate numbers, examination dates, authority names, contract periods and service information.
• Strong data analysis proficiency and advanced MS Excel / Google Sheets skills, including data cleaning, lookups, pivot tables, dashboards and analysis.
• Strong internet research and information-validation capabilities, with the ability to assess source credibility and reconcile conflicting information.
• Good written communication for internal reports, opportunity notes, client briefs, account plans and management updates.
• Ability to work independently, manage multiple information streams, coordinate with Sales and deliver recurring outputs within defined timelines.
• Commercial orientation with the ability to understand how research and intelligence translate into pipeline, new client acquisition, cross-sell/upsell and revenue opportunities.

5. Ideal Candidate Profile

Researcher + Business Analyst + Market Intelligence Analyst + Sales Enablement Partner

• Curious about what is happening across the examination market and able to connect market signals, examination cycles and client needs to clear Sales actions.
• Comfortable working with large datasets, public information, Sales inputs and incomplete/variable information while maintaining judgement on data confidence.
• Proactive in identifying what Sales should do next—not merely reporting what has already happened—and able to prioritise actions based on timing and commercial potential.
• Success should be reflected in: Better intelligence → Earlier Sales engagement → Better client coverage → More qualified opportunities → Higher cross-sell/upsell → More new clients → Longer-term contracts → Higher revenue.