Account Manager

About the Role

We are looking for an experienced and result-oriented Account Manager / Senior Account Manager to drive business growth through existing account mining, opportunity generation, client relationship management, and strategic account development.

The ideal candidate will have a proven track record of growing business from existing enterprise accounts, managing multiple mid-to-large-sized clients, building strong stakeholder relationships, and consistently achieving revenue targets.

The role carries an annual revenue target of ₹6 Crore, with a quarterly target of ₹1.5 Crore.

Key ResponsibilitiesAccount Mining & Business Development

• Drive business development activities and revenue growth across existing and aligned client accounts.
• Farm existing accounts and generate new business opportunities within the assigned client portfolio.
• Develop and execute strategic account plans for account mining and business expansion.
• Identify cross-selling, up-selling and new opportunity areas within existing accounts.
• Build and maintain a healthy opportunity pipeline to consistently achieve quarterly and annual revenue targets.
• Achieve a revenue target of ₹6 Crore annually / ₹1.5 Crore per quarter.
• Expand existing engagements and identify opportunities to increase deal size and account value.

Client & Stakeholder Management

• Build, maintain and strengthen long-term relationships with key customer stakeholders.
• Map customer organizations and identify key decision-makers, influencers and business stakeholders.
• Manage multiple mid-to-large enterprise clients simultaneously.
• Conduct regular client meetings, business reviews, presentations and solution discussions.
• Handle commercial discussions and negotiations with enterprise customers.
• Act as the primary point of contact for assigned accounts and ensure a high level of client engagement.

Solution & Proposal Management

• Develop a strong understanding of company, products/services, differentiators and USPs.
• Effectively communicate the value proposition, features, benefits and commercial aspects of company offerings to prospective and existing customers.
• Coordinate with pre-sales and delivery teams for solutioning, proposals and client presentations.
• Prepare and review proposals, commercial documents and pricing.
• Participate in negotiations and support closure of business opportunities.

Commercial & Operational Management

• Handle account-related operational activities, including contractual and invoicing coordination.
• Track deal economics, account margins and profitability.
• Monitor account performance and ensure commercial commitments are effectively managed.
• Coordinate with internal stakeholders, including delivery, pre-sales, finance and recruitment/fulfilment teams, to ensure successful execution of opportunities.
• Maintain accurate opportunity, pipeline and account information.

Travel & Collaboration

• Travel within India at least twice a month for client meetings, business development and account management activities.
• Work effectively with distributed teams across locations.
• Demonstrate flexibility in operating remotely while maintaining strong communication and ownership.

Required Skills & Experience

• 6–10 years of experience in Account Management, Business Development, Enterprise Sales or Client Relationship Management.
• Proven track record of achieving business/revenue targets through mining and expanding existing accounts.
• Demonstrated experience in expanding deals to USD 130K+ / approximately ₹1 Crore+.
• Experience managing multiple mid-to-large-sized organizations simultaneously, preferably companies with USD 100M+ revenue.
• Strong understanding of enterprise account management and consultative selling.
• Experience in the IT Services and/or IT Products industry is essential.
• Ability to understand technology/service offerings and articulate their features, benefits, pricing and business value.
• Good understanding of QA processes and QA tools will be an advantage.
• Experience in preparing proposals, commercials and pricing.
• Strong negotiation and deal-closure skills.
• Experience conducting client meetings, business presentations and solution discussions.
• Ability to work closely with pre-sales, delivery and recruitment/fulfilment teams.
• Strong proficiency in MS Excel, PowerPoint and Word.
• Excellent verbal and written communication skills.

Key Competencies

• Enterprise Account Management
• Account Mining & Farming
• Business Development
• Revenue Growth
• Upselling & Cross-selling
• Pipeline Management
• Client Relationship Management
• Stakeholder Mapping
• Consultative Selling
• Proposal & Pricing Management
• Negotiation & Deal Closure
• Margin & Commercial Management
• IT Services / Product Sales
• Client Presentation Skills

Soft Skills

• Strong leadership and ownership mindset
• Ability to work independently
• Comfortable working in ambiguity and dynamic environments
• Strong problem-solving ability
• Meticulous and detail-oriented approach
• Highly result-oriented
• Excellent interpersonal and relationship-building skills
• Strong communication and presentation skills
• Ability to collaborate effectively with distributed teams
• High level of accountability and execution focus

Performance Expectations

The successful candidate will be expected to:

Annual Revenue Target: ₹6 Crore
Quarterly Revenue Target: ₹1.5 Crore
Primary Growth Lever: Existing Account Mining & Expansion
Deal Experience: ₹1 Crore+ / USD 130K+ deals
Client Focus: Mid-to-Large Enterprise Accounts

Qualification

Preferred: MBA in Sales / Marketing or equivalent qualification.

Industry Background: Candidates with strong experience in IT Services and/or IT Products, particularly enterprise account management and business development, are preferred.

Pay: ₹1,000,000.00 - ₹1,400,000.00 per year

Benefits:

• Cell phone reimbursement
• Commuter assistance
• Flexible schedule
• Food provided
• Health insurance
• Internet reimbursement
• Leave encashment
• Life insurance
• Paid sick time
• Paid time off
• Provident Fund
• Work from home

Work Location: In person