Enterprise Account Manager

Enterprise Account Manager

Description:

Roles and Responsibilities:

- Strategic Client Partnership: Act as a trusted advisor, guiding clients through complex digital transformation initiatives and delivering tailored solutions aligned to their long-term strategy and the firms proven methodologies.

- Revenue Expansion & Sustainability: Identify upsell and cross-sell opportunities, expand wallet share, and secure multi-year agreements that strengthen long-term partnerships and recurring revenue.

- Client Retention & Trust Building: Leverage the firms legacy and reputation to deepen relationships, ensure consistent satisfaction, and reinforce the firms role as a strategic partner within the clients ecosystem.

- Proactive Risk Management: Anticipate relationship, delivery, or strategic risks early and resolve them using institutional expertise before they escalate.

- Innovation & Market Leadership: Stay ahead of emerging trends and technologies, educating clients on new possibilities and positioning the firm as a forward-thinking, adaptive partner.

- Cross-Functional Leadership & Enablement: Collaborate seamlessly with pre-sales, sales, design, development, delivery, project management, and support teams; mentor junior team members and share best practices.

- Strategic Account Planning & Executive Engagement: Build and execute long-term account plans focused on sustainable value creation; drive strategic client visits and ensure key decision-makers are aligned on offerings, improvements, and growth opportunities.

Requirements :

- 5+ years of core account management experience in IT / IT services, backed by a Bachelors degree in IT, Business, Marketing, or a related field, and a solid understanding of IT products, services, and solutions

- Professionals who have personally owned revenue quotas (renewals + 20%+ growth targets), and are comfortable operating under sustained number pressure

- Candidates experienced in managing 35 enterprise accounts simultaneously, with a 610 Cr total portfolio (12 Cr per account), balancing retention, expansion, and prioritization

- Account owners skilled at building and sustaining long-term enterprise client relationships, able to translate client business goals into actionable account plans and measurable outcomes

- Practitioners who consistently drive upsell and cross-sell by identifying genuine growth opportunities aligned to client needs, not by reactive selling

- Professionals accustomed to working with CXO / AVP / VP-level stakeholders (CMO, CTO, VP) across BFSI, e-commerce, retail, or IT services environments

- Individuals with a pure account management mindset strategic account ownership and growth rather than client servicing, customer success, or support roles trying to transition into AM

- Candidates who perform well in fast-paced, high-accountability environments, demonstrating adaptability, resilience, and disciplined execution

- Results-oriented operators who collaborate effectively with cross-functional teams (sales, delivery, product, tech) to deliver on account commitments, revenue targets, and client outcomes.