Management Trainee Program

Year-2021
Company Brief
Tech Mahindra represents the connected world, offering innovative and customer-centric information
technology experiences, enabling Enterprises, Associates and the Society to Rise™. We are a USD 5.2
billion company with 124,250+ professionals across 90 countries, helping 988 global customers
including Fortune 500 companies. Our convergent, digital, design experiences, innovation platforms and
reusable assets connect across a number of technologies to deliver tangible business value and
experiences to our stakeholders. Tech Mahindra has been recognised amongst India’s 50 best
companies to work for in 2020 by the Great Place to Work® Institute.

We are part of the USD 21 billion Mahindra Group that employs more than 240,000 people in over 100
countries. The Group operates in the key industries that drive economic growth, enjoying a leadership
position in tractors, utility vehicles, after-market, information technology and vacation ownership.

Sales
Role Purpose
The role holder seeks to create new business opportunities for the organization and make inroads into
new/existing customers. The role holder will be responsible for driving revenue targets including both
the overall revenues and the mix of revenues attributed to various customers.

Key Responsibilities Areas

Generate new opportunities and Expand Existing Ones: Identify growth engines in the form of areas of
opportunity (lines of technology, new clients, and new areas) with existing clients. Participate at every
stage of the sales cycle to generate business. Plan and develop marketing strategy along with the
Presales teams. Present and sell company products and services to potential clients. Identify and resolve
client concerns.
Strategic direction: Strategize and generate business for the identified circle/domain, in line with
organizational policies & processes. End to end responsibility and ownership for the assigned accounts.

Defining Targets: Defining revenue targets both the overall revenues and the mix of revenues attributed
to various clients.

Customer Relationship Management: Personally managing and reviewing Customer Relationship

Management by various regions. Responsible for building profitable, long-term relationships with customers,
ensuring customer delight and developing business from assigned accounts
Mapping of value chain: Mapping Customer business value chain and helping create solutions to solve
customer's business problems leading to new opportunities.
Knowledge of markets: Responsible for tracking current market trends and anticipates the future
movements to assess the needs of the customers and tap them for future prospects.
Technical Knowledge: Needs to have a business understanding of the technology used. Participate in the
planning and development of the solution for an opportunity as well as to articulate the relevance
between technical requirements to the customer’s business requirements
Negotiations: Participate in negotiations with customers for finalizing contracts including financial terms to
be agreed on (rates for on-site and off-shore work). Review and suggest change in price to the finance team.
Participate in the development of new project proposals

Knowledge Repository: Create and update Knowledge Repository (collaterals, PPT’s, Films etc) with
information required to support the team by effectively and speedily addressing client requirement.

Job Specification

Technical or Delivery Experience is preferable.

Selling / Pre-sales experience will be added advantage

Key Attributes

• Good planning and prioritizing skills while focusing on the "Big Picture" Persuasive, able to Influence
and present viewpoints assertively
• Negotiation Ability
• Contract Management
• Understands and applies commercial and financial principles Demonstrated understanding of solution
selling techniques
• A go-getter with high energy & pleasing personality
Sales Ops
Role Purpose

The role holder will be responsible for collecting and evaluating sales information and optimising data
sets and sales applications. You would be required to manage sales administration, oversee Business
analytics and attainment planning, and direct sales force enablement.

Key Responsibilities Areas

Sales Operations – Analyze the performance of global accounts and verticals;

Revenue, Pipeline and wins
analysis; Undertake surveys ;
Driving new initiatives;
Collaborate with senior leaders to ensure the cadence for various initiatives

Job Specification
MBA (Sales and Marketing)
Good MS Excel Skills

Key Attributes

• Command over English (both oral and written communication skills)

• Hands-on experience of MS Office especially MS Excel and Power Point Analytical skills to analyse and
interpret data
• Ability to work with senior executives across geographies
• Self-motivated and should have the ability take challenges and manage deadlines Willing to work in a
highly dynamic team oriented environment
Alliances
Role Purpose
The role holder will represent TechM on various platforms, owning the global GTM target for
alliances. You would also be responsible for driving joint solutions for alliances with our Competencies
and conduct Sales Campaigns to increase awareness & drive incremental revenues.

Key Responsibilities Areas

• Own the global GTM target based on regional business plan Driving alliances revenue within Tech
Mahindra
• Discuss, develop & drive engagement with alliance team and sales teams in the regions
• Drive regional events, workshops, campaigns and account planning session with regional sales teams
to develop solid pipeline for the regional accounts.
• Do weekly/fortnightly reviews with Global Alliance Head and track business progress, identify gaps
and course correction required to close pipeline leads Identify top 10 Target accounts for TechM in
every region & facilitate regular interface between sales leads of TechM sales and strategic alliances
sales team Generate leads through alliances for new logo addition
• Popularize business offering by Conducting product launch & awareness sessions for geo sales team

Job Specification

MBA
Strong understanding of markets

Key Attributes

• Ability to work with senior executives across geographies as a team player is a must Willingness to travel
international for business meetings, conferences & seminars
• Knowledge of CRM, ERP & Cloud ecosystem is an added advantage
• Good command over English & Presentation Skills
• Good Interpersonal Skills and Knowledge of Social Media
Consulting
Role Purpose
The role holder is responsible for leading project delivery and solution design for a new solution
requirement and domain.

Key Responsibilities Areas

This position shall directly contribute and be measured in the following areas
• Lead in customer facing consulting activities
• Lead teams in delivery engagements and be responsible for quality of deliverables and project
economics
• Managing projects and programs with focus on client / stakeholder management
• Win new customers / new business from existing customers Create new knowledge assets / insights
for practices
• Shall work with competency head in conceptualizing new consulting offerings, draw business plans,
support in launch of offerings and building and training team.
• Champion Business Excellence offerings internally (within the company) and externally for new
business realization
• Take ownership of small teams to respond to proposals, defend proposals and take part in entire
sales cycle
• Research and create knowledge assets. Participate in forums/seminars/white papers contributions
to disseminate Business Excellence perspectives and points of view.

Job Specification
Strong understanding of technology / domain

Key Attributes

• Strategic thinking
• Outcome orientation
• Ability to influence opinion
• Ability to work effectively with diverse and virtual teams
• Ability to engage senior management and influence opinion
• Ability to articulate clearly through written and verbal communication Strong communication,
articulation and presentation skills
Marketing
Role Purpose
The Marketing Associate position is responsible for managing operations encompassing different
aspects of Marketing – Content House & Brand, Digital and Field Marketing. You will aim to create
consistent, best in class marketing assets while reducing costs and maintaining a strong brand message.

Key Responsibilities Areas

Be responsible as a marketing management associate for marketing processes –,Brand Approvals, Digital
Activation and Field Marketing
Brand: responsible for brand review and approvals, design, direction, and guidance regarding print and
online marketing content through adherence of Brand guidelines

Digital: responsible for the digital presence of Customer with an aim of improving brand awareness,
client engagement, and generating leads - thus increasing revenue. Use analytics to drive leads and
interest across demographics

Field Marketing: responsible to provide technical assistance and support, to the Sales team for requests
related to the potential sales and lead generation efforts

• Understand the digital marketing channels (web, social, email) and develop appropriate content
for each
• Create high quality, impactful marketing and communications content in support of the overall
marketing and communications plan, including internal toolkits, newsletters etc
• Track the latest trends around channels, formats, and competitor activities around key issues to
develop cutting-edge marketing content.
• Have a thorough grasp of content that is available and repurpose information resourcefully to
improve turnaround time

Job Specification
Strong understanding of technology / domain

Key Attributes

• Excellent Communication and Interpersonal Skills required

• Ability to think strategically, but also have exceptional attention to detail in execution. Must be a
hands-on person.
• Excellence in organization and planning
• Results-driven with very strong ability to analyze quantitative data to determine program
effectiveness, ROI, forecasting
• Strong team player with ability to develop effective, cross functional working relationships

8
HR Strategy
Role Purpose
The role holder will be responsible to prepare HR strategic plans, support delivery, manage change and
prepare the organization for the Workforce of the Future.

Key Responsibilities Areas

This position shall directly contribute and will be measured in the following areas

• Develop transformative HR Strategies in conjunction with the CPO and to ensure delivery on
strategic objectives
• Help build a strong culture based on Pride, Love and Positive Change
• Focus on incorporating new age HR practices and policies into the business strategy
• Ensure continuous improvement of HR systems and policies in line with new age best practices
• Focus on talent development to ensure all employees have the opportunity to fulfil their career
potential
• Create a strong brand presence of TechM HR in the Global HR ecosystem as a Thought Leader and
Disruptor
• Analyze data to identify gaps and improvements in HR practices and processes
• Network and work closely with business leaders, external industry analysts, niche start-ups etc.
• Ensure that all aspects of the HR function promote an organizational culture of teamwork,
innovation, inclusiveness, transparency and accountability.

Job Specification

MBA HR
Strong understanding of domain

Key Attributes

• Strategic thinking
• Outcome orientation
• Ability to influence opinion
• Ability to work effectively with diverse and virtual teams
• Ability to engage senior management and influence opinion
• Ability to articulate clearly through written and verbal communication
• Strong communication, articulation and presentation skills
Finance
Role Purpose
As a Business Finance Analyst you will be working closely within a team supporting internal Business unit
supporting Business finance function. Based on the analysis created and summarized recommending
leavers for improving revenue & profitability for the healthy financials of the Business Unit.

Key Responsibilities Areas

• Manage end to end Business Finance function for the internal Business Unit, which includes various
financial activities within Lead to Cash Process
• Creating concise and clear analysis, including variance analysis to analyze financial issues and
performance
• Support in planning &, budgeting process along with ensuring financial health of the Business unit
through continuous monitoring
• Collate, Create clear reports communicating compelling message both for internal & external
stakeholders
• Developing innovative financial models for large client dealings comprising of joint venture model
and built-operate-transfer models etc. along with approaches for continued improvement in
efficiency and effectiveness
• Reviewing proposals that are submitted to customers in terms of financial and pricing clauses,
analyze the impact and risks of the proposal financials for the business unit and organization

• You’ll be preparing multiple pricing models and scenarios for the business unit based on customer
request for proposal or where multiple investments by the organization

• Reviewing & Recommending legal contractual documents such as (Master Service Agreements
“MSA”, Statement of Work “SOW”, Non-Disclosure Agreement “NDA” &, others)

• Identifying commercial risks & prioritizing along with proposing risk mitigation framework
• Prepare strategic plan for contractual and commercial negotiation with customer, vendors and
alliance partners
• Creation of sophisticated data models from raw data collected from different sources & validations
with Executive presentations and dashboard

Job Specification
• Advance user of Microsoft office suit (Excel, Word, PowerPoint)
• Knowledge on statistical packages for analyzing large datasets (SAS, Excel, SPSS, etc.), would be
beneficial.
Key Attributes

• Good team player, developing and obtaining Knowledge from cross functional teams on process
& structures along with good reporting and analytical skills
• Innovative thinker – ideas to increase efficiencies and optimise reporting processes
• Commercial and economic awareness, including an awareness of economic factors that can
influence the IT Outsourcing, is important.
• Ability to coordinate diverse team members from multiple locations