Manage and grow strategic enterprise accounts by developing relationships, identifying upsell and cross-sell opportunities, executing account plans, meeting sales targets, and closing profitable deals. The role requires understanding customer technology needs, engaging decision-makers, coordinating with internal teams, maintaining forecasts and CRM data, negotiating commercial terms, and monitoring market and competitor trends.
Position: Key Account Manager (KAM)
Experience: 5 - 10 years
Location: Mumbai, Hyderabad, Chennai, Gurugram, Pune, Ahmedabad, Cochin
and Bangalore
Job Description: We are seeking a results-driven and customer-focused
Key Account Manager to manage and grow strategic enterprise accounts. The ideal
candidate will be responsible for driving revenue growth, strengthening client
relationships, and delivering tailored technology solutions aligned with
customer business objectives.
Key Requirements:
- Own and manage a portfolio of key
accounts, ensuring long-term relationship development and customer
satisfaction.
- Develop deep understanding of client
business, industry trends and technology needs to identify growth
opportunities.
- Drive revenue growth through
upselling, cross-selling and new business acquisition within existing accounts.
- Build and execute account plans and
sales strategies to meet or exceed assigned targets.
- Engage with key stakeholders and
decision-makers to position solutions effectively.
- Conduct regular customers meetings
(in-person) to strengthen engagement and uncovering new opportunities.
- Collaborate with internal teams
(pre-sales, marketing, product and practice) to deliver customized solutions.
- Maintain accurate sales forecasts,
pipeline management, and CRM hygiene.
- Negotiate commercial terms and close
deals while ensuring profitability.
- Track market trends, competitor
activities, and customer insights to refine sales strategies.
Required Experience:
- 5
+ years of experience in B2B sales, preferably in IT hardware, telecom,
software sales and mobility solutions.
- Proven
track record of managing key accounts and having existing accounts and
consistently achieving or exceeding sales targets.
- Strong
understanding of enterprise sales cycles and solution-based selling.
- Ability
to analyze customer needs and align them with technology solutions.
- Strong
business acumen with the ability to interpret market and industry insights.
- Excellent
stakeholder management and relationship-building skills.
Skills & Competencies:
- Strategic
account planning and execution.
- Sales
forecasting and pipeline management.
- Negotiation
and closing skills.
- Strong
communication and presentation abilities.
- Customer-centric
mindset with problem-solving approach.
- Team
Player with ability to influence cross-functional teams.
- Time
management and organizational skills.
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