Manager / Senior Manager – Sales (Internal Audit, Risk & IFC Services)

Protiviti India, a global business consulting firm, helps leaders confidently face the future. We operate in over 25 countries with more than 90 offices worldwide, supported by over 11,000 professionals globally and a global revenue of $2.10 billion as of January 2024. As a wholly-owned subsidiary of Robert Half (NYSE: RHI), we deliver deep expertise across various solutions, including Internal Audit & Financial Advisory (IAFA), Technology & Digital, Risk & Compliance, and Business Performance Improvement.

In India, Protiviti maintains a strong and growing presence across major cities and prides itself on being a genuinely independent firm with proven methodologies. Our vision is to bring confidence in a dynamic world, guided by values of integrity, innovation, and collaboration, supported by our strategic partnership with the Confederation of Indian Industry (CII).

Role Overview

Join our Risk Advisory practice as a Manager / Senior Manager Sales. This is a high-impact, revenue-generating role focused on driving growth for our Internal Audit, Risk Management, and IFC advisory services. The ideal candidate will be a consultative "Hunter" capable of navigating complex sales cycles within mid-to-large Indian enterprises and MNCs. You will be responsible for building high-level CXO relationships and translating technical risk requirements into value-driven consulting solutions.

Key Responsibilities

Business Development & Sales Execution

• Full-Cycle Sales: Own the end-to-end sales processfrom initial lead generation and prospecting to final deal closure and contracting.
• Service Expansion: Develop a robust pipeline for services including IA outsourcing/co-sourcing, Enterprise Risk Management (ERM), Internal Financial Controls (IFC/IFCoFR), and SOX readiness.
• Target Segments: Actively pursue and convert opportunities across listed companies, large private enterprises, MNC subsidiaries, and Global Capability Centers (GCCs).

CXO & Senior Stakeholder Engagement

• Relationship Building: Establish and maintain trusted-advisor status with CFOs, Heads of Internal Audit, Chief Risk Officers (CROs), and CEOs.
• Value-Led Positioning: Understand client business models and regulatory pressures (Companies Act, SEBI, RBI) to position Protivitis solutions as strategic assets rather than transactional audits.

Solutioning & Proposal Management

• Collaborative Design: Work closely with Risk Advisory Partners to shape problem statements and design customized risk frameworks.
• Proposal Excellence: Lead the preparation of high-quality RFP responses, technical presentations, and commercial bids.

Market Intelligence & Internal Governance

• Account Planning: Develop strategic account plans for priority sectors (Manufacturing, BFSI, IT/ITES, Pharma, and Retail).
• Compliance: Ensure all pursuits adhere to the firms risk management, independence, and CRM tracking requirements.

Requirements

• Experience: 815 years of proven experience in B2B sales or client development within professional services. Experience in a Big 4 or Tier-1 Consulting firm is highly preferred.
• Education: CA, MBA (Finance/Marketing), or CFA.
• Domain Knowledge: A solid understanding of Internal Audit frameworks, ERM, and the controls environment (IFC/SOX).
• Communication: Exceptional executive presence with the ability to articulate ROI and risk mitigation strategies to board-level stakeholders.
• Network: An existing network of CXO relationships within the Indian corporate landscape is a significant advantage.

Key Success Metrics

• Revenue: Achievement of assigned annual sales and margin targets.
• Pipeline Quality: Health and conversion rate of the sales funnel.
• Strategic Growth: Successful entry into new accounts and cross-selling of multiple risk services.
• Client Trust: High client satisfaction scores leading to repeat business.