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Executive IIM 🧑‍💻 For Working Professionals ✦︎ AI-First

Executive Certificate Program in Strategic Sales & AI-Driven Marketing

Indian Institute of Management Mumbai (IIM Mumbai)
Indian Institute of Management Mumbai (IIM Mumbai)
Duration

6 Months

Type

Executive

Mode

Online

₹2,02,000

Total Program Fees

i

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AACSB

Program Overview

The Executive Certificate Program in Strategic Sales and AI-Driven Marketing is designed for working professionals seeking to build contemporary sales and marketing capabilities. The programme combines strategic frameworks, data-driven decision-making and practical applications of AI. Participants gain relevant insights through live sessions, case-based learning, campus immersion and a capstone project.

Program Highlights

Develop an integrated understanding of advanced sales strategies and contemporary marketing frameworks.
Explore how artificial intelligence can support customer analysis, marketing decisions and sales effectiveness.
Apply concepts and frameworks to practical business situations through assignments, discussions and a capstone project.
Gain perspectives from experienced faculty members and professionals with relevant industry expertise.
Participate through weekend live online sessions, immersive campus modules and peer learning with professionals from diverse sectors.

Curriculum

Module I: Foundations of Strategic Sales Leadership and AI-Driven Marketing
  • Why Sales Leadership Is Now a Strategic Imperative
  • Distinguishing Sales Management from Strategic Sales Leadership
  • Foundations of AI-Driven Marketing
  • Reframing the Sales–Marketing Interface in an AI World
  • Customer Value
  • Trust
  • and Ethics in AI-Enabled Marketing
  • Strategic Sales Decision Domains
  • Strategic Role of Sales in Firm Value Creation
Module II: Marketing Research, Consumer Behaviour & Strategic Sales Management
  • Market Research Techniques
  • Understanding Consumer Behaviour
  • Sales Strategy Formulation and Market Alignment
  • Customer Value Proposition and Consultative Selling
  • Sales Force Architecture and Organizational Design
  • Strategic Sales Talent Management
  • Incentives
  • Targets
  • and Sales Performance Management
Module III: Strategic Sales Leadership
  • Strategic Sales Leadership Mindset
  • Key Account and Relationship Strategy
  • Strategic Negotiation and Pricing Leadership
  • Leading Sales Transformation and Change
  • Ethics
  • Governance
  • and Risk in Sales Leadership
  • Future of Sales Leadership
  • AI companions and digital sales agents
Module IV: Foundations of AI-Driven Marketing
  • AI-Driven Marketing Attribution
  • AI in Market Sensing & Insight Generation
  • AI in Segmentation
  • Targeting & Positioning
  • AI in Product & Innovation
  • AI in Pricing & Revenue Management
  • AI in Distribution & Channel Management
  • AI in Integrated Marketing Communications
Module V: AI-Driven Customer Experience & Personalization
  • Sentiment Analysis & Social Listening
  • Customer Lifetime Value (CLV) Prediction
  • Hyper-Personalization in Customer Journeys
  • Contextual Nudging & Behavioral Triggers
  • Emotion AI
  • Voice AI
  • and multimodal CX
  • Managing the personalization–privacy paradox
  • Predictive Churn Analysis & Prevention
Module VI: Strategic AI Leadership, Ethics & Future Trends
  • Developing an AI Marketing Roadmap
  • Data Privacy & Compliance
  • Identifying & Mitigating Algorithmic Bias
  • Human-AI Collaboration Models
  • Measuring the ROI of AI Initiatives
  • Future Trends: Agentic AI & Automation

Learning Outcomes

1
Formulate strategic sales plans aligned with organisational objectives, customer needs and evolving market conditions.
2
Design and optimise go-to-market strategies for products, services and business segments.
3
Leverage AI and data-driven insights to understand customer behaviour and support informed marketing decisions.
4
Evaluate and improve sales effectiveness using relevant frameworks, performance indicators and analytical approaches.
5
Build integrated, data-led marketing strategies that contribute to revenue growth, customer engagement and sustainable business performance.

Eligibility Criteria

Educational Qualification: Bachelor's degree or equivalent (10+2+3) with at least 50% marks from a recognized university. Diploma holders with relevant experience may be considered with minimum 5 years of work experience.
Work Experience: Minimum of 3 years in sales, marketing, business development, or related fields.
Targeted Roles: Professionals in sales, marketing, digital marketing, or CRM, as well as entrepreneurs and business owners.

Fees & Financing

Program Fee

One-time

₹2,00,000

Application Fee

One-time

₹2,000

Total

₹2,02,000

Total Program Fees

1 year · all components included

₹2,02,000

💰 EMI Options Available

Starting from ₹16,833/month with 0% interest for first 6 months. Partner banks: HDFC, ICICI, Axis Bank.

About Indian Institute of Management Mumbai (IIM Mumbai)

Indian Institute of Management Mumbai (IIM Mumbai)

Indian Institute of Management Mumbai (IIM Mumbai)

AACSB

IIM Mumbai, formerly known as NITIE, was established in 1963 by the Government of India with support from the UNDP and ILO. It is consistently ranked among India's leading business schools and secured 6th rank in the NIRF 2025 Management Rankings. The institute is known for its strong industry focus and academic excellence. It offers expertise across Operations, Analytics, Finance, Marketing, Project Management, HR, IT, and Sustainability Management. IIM Mumbai is dedicated to developing future-ready professionals for evolving business and industry needs.

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Frequently Asked Questions

What is the Executive Certificate Program in Strategic Sales & AI-Driven Marketing?
It is a 6-month executive education program by IIM Mumbai designed to help professionals build advanced capabilities in strategic sales, AI-driven marketing, and revenue growth. The program blends live online sessions, real business cases, and a capstone project for practical application.
Who is this program designed for?
The program is ideal for sales and marketing professionals, business development managers, digital marketing leaders, entrepreneurs, and mid-to-senior executives who want to leverage AI and data-driven strategies to drive business growth and customer impact.
What will I learn from this course?
Participants will learn how to design and execute sales strategies using AI and analytics, apply AI-driven marketing frameworks, align sales and marketing functions, and use AI tools to enhance customer engagement, decision-making, and revenue performance.
How is the program delivered?
The program follows a blended learning format with live online weekend sessions, interactive discussions, case studies, simulations, and a 2-day immersive on-campus experience at IIM Mumbai.
What certification will I receive on completion?
Upon successful completion of the program and assessments, participants receive an Executive Certificate from IIM Mumbai along with Executive Alumni Status, enabling continued engagement with the institute's network.
Is this program suitable for working professionals?
Yes. It is specifically designed for working professionals with a flexible structure that allows participants to upskill in strategic sales and AI-driven marketing without interrupting their professional commitments.

Program Details

Duration 6 Months
Mode Online
Fees ₹2,02,000

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