Indian IT companies raise elite US sales force

BENGALURU: Indian IT firms are building up a high-performance sales force in the US, all the way up to the frontline sales reps who have the chops to hunt for new pursuits. The hustler’s playbook carries the mandate of farming target accounts, prospecting and creating a sales pipeline aligned to US customers.

In a move to accelerate its localisation efforts, InfosysNSE 0.62 % and WiproNSE 0.03 % have hired 10,000 and 6,000 people respectively in the US over the last three years. TCSNSE 0.90 % has added 17,000 people in the US in the last five years. These numbers include 600 sales personnel at Infosys and Wipro each in the US over the last three years, who are tasked with adding new customers to its rosters and mining large accounts effectively. Sources told TOI that TCS has a robust account management team in the US that doubles up as sales team and maintains a lean model onsite. Unlike other IT firms, which have a defined sales structure in the US, TCS has a sizeable account pursuit team based in India too. TCS and Infosys declined to comment on the story.