Description –

• This role is responsible for serving as a trusted advisor to enterprise clients by leveraging industry knowledge and driving account business plans for revenue growth. The role works toward improving success rates by collaborating with several stakeholders, conducting regular reviews, and staying informed about industry trends. The role handles complex situations like negotiations, escalations, etc. and identifies areas for improvement.

Responsibilities:

• Acts as a trusted advisor to the client, understanding client business strategies and challenges and aligning the organization’s capabilities to client business and IT priorities.
• Understanding latest technology trends and how it impacts assigned accounts
• Drives revenue across multiple lines of business in line with business priorities
• Forecast revenue in line with assigned lines of business
• Achieve assigned quota  
• Formulates and implements strategic account business plans aimed at expanding the organization’s footprint within the accounts, fostering favorable results through adept management and regular reviews.
• Coordinates with cross-functional teams to drive integrated planning and execution to ensure aligned client engagement and service.
• Engages with partners to improve win rates and delivery; meets and/or exceeds revenue and margin quotas.
• Leverages industry knowledge to identify and pursue new opportunities in existing engagements resulting in profitable revenue growth for the organization.
• Conducts regular reviews with clients to discuss performance metrics, identify areas for improvement, and present strategic recommendations.
• Leads contract renewal negotiations, manages pricing discussions and secures contract extensions while ensuring favorable terms for both parties.
• Stays updated with market trends, market shifts, and competitive landscape, sharing insights and recommendations with clients.
• Provides guidance and mentorship to junior account managers, assisting in their development and growth within the organization.

Education and Experience Recommended:

• Four-year or Graduate Degree in Sales, Marketing, Business Administration, or any other related discipline or commensurate work experience or demonstrated competence.
• 7-10 years of work experience, preferably in customer relationship management, account management, or a related field. 

Knowledge and Skills:

• Account Management
• Business Development
• Business Planning
• Business To Business
• Cross-Selling
• Product Knowledge
• Sales Management
• Sales Process
• Sales Prospecting
• Sales Strategy
• Sales Territory Management
• Market Knowledge  
• Upselling
• Value Propositions

Cross-Org Skills:

• Effective Communication
• Results Orientation
• Learning Agility
• Digital Fluency
• Customer Centricity