The Key Account Manager (KAM) is responsible for identifying, nurturing & independently developing Key Accounts. Seasoned Business Development professional with balanced techno-business acumen to offer client centric solutions to evolving client challenges. Primary criteria include- 10-15 Years overall experience with minimum 3 years of Key Account Management (KAM) experience selling Enterprise IT Solutions to clients in India- Proven track record of developing at least a couple of Million Dollar key accounts from scratch in a couple of years.
What You’ll Do:
- Develop & Implement Business Plans for newly identified segments / offerings in India Market.
- Participate in design of client centric offerings for Enterprises. Offerings from COEs like Atlassian, AWS, Monday.com & other DevOps offerings.
- Work closely with Business Unit Head to develop roadmap to Million dollar and execute a business development strategy for identified Enterprise accounts.
- Discover Opportunities working closely with customers or source RFPs from the market. Lead timely submission of quality RFP submission working closely with internal cross functional teams.
- Navigate various influencers & decision makers within the account and nurture strong relationships across client organizations. Connecting and engaging with the C-level management will be a crucial competence. Manage & grow multiple engagements within large accounts.
- Explore potential business deals by contacting potential customers; discover and explore cross sell and upsell opportunities from accounts.
- Learn and maintain in-depth knowledge of industry trends and competition.
- Work effectively with Pre-Sales and other cross functional sales teams during pre-contract & post contract cycle to effectively engage & penetrate into an account.
- Navigate and operate effectively in a matrix Business Development organization
- Identify and develop strategic alignment with key third party influencers
- Work closely and collaboratively with internal stakeholders.
- Work closely with Marketing and Sales resources to create and manage the pipeline of new business in both existing customers and prospects.
- Grow net revenue in the market by producing business plans to achieve revenue goals.
What We Are Looking For:
- Must have 3+ years of experience in Key Account Management in IT Sales to Enterprises. Strong experience managing multi-layered relationships within an account.
- Independently handled and groomed large accounts with average deal size of 1 Million Plus per account of IT Software Business; preferably a multiple engagements within an account adding upto 1 Million$+.
- Strong experience sourcing and leading RFPs is a must.
- Should have good experience in all or either of the following industries (BFSI, IT/ITES, Manufacturing, Healthcare, Pharma, Telecom)
- Successful track record in SaaS or IT sales leadership going through rapid growth during the expansion phase.
- Confidence and ability to engage with C- Level executives or equivalent at large enterprises
- Experience in selling Enterprise Work Management Solutions in either of the area of DevOps, ERP, Atlassian Domain etc. is a must.
- Excellent verbal and written communication skills
- Comfortable working in a fast-paced dynamic environment
- Ability to get involved in complex scenarios and work directly with prospects, customers & cross functional teams.