Key Account Manager - IT

Description:

- The Key Account Manager (KAM) will be responsible for managing and expanding relationships with strategic clients, ensuring high satisfaction, revenue growth, and successful delivery of products and services.

- The role requires a proactive, customer-focused professional who can map client organizations, understand product portfolios, and drive business development opportunities.

Key Responsibilities:

Client Mapping & Relationship Management:

- Map customer organization structure, including key stakeholders, decision-makers, and influencers.

- Maintain up-to-date knowledge of all products, services, and solutions used by the client.

- Serve as the primary point of contact for key accounts, ensuring strong relationships at multiple levels of the organization.

- Understand client requirements, challenges, and business goals to provide tailored solutions.

Revenue Growth & Business Development:

- Identify and develop new opportunities within existing accounts to expand revenue.

- Develop and execute account-specific sales plans and strategies.

- Collaborate with internal teams (pre-sales, delivery, support) to ensure client needs are met effectively.

- Drive upselling and cross-selling initiatives within the account portfolio.

Account Planning & Reporting:

- Prepare account plans, including client objectives, sales targets, and engagement strategies.

- Track account performance against revenue targets and KPIs.

- Provide regular reports and insights to senior management on account status, opportunities, and risks.

Customer Success & Retention:

- Ensure high customer satisfaction through proactive engagement and service excellence.

- Resolve client issues and escalations in a timely and professional manner.

- Monitor contract renewals, SLA compliance, and delivery commitments.

Collaboration & Cross-Functional Engagement:

- Work closely with sales, delivery, marketing, and technical teams to provide integrated solutions to clients.

- Share market and customer insights to support product development and strategy.

Required Qualifications & Experience:

Education:

- MBA in Sales/Marketing is preferred.

Experience:

- 3-6 years of experience in key account management, client relationship management, or enterprise sales.

- Experience in IT services, technology solutions, or B2B sales preferred.

Skills & Competencies:

- Strong relationship-building, negotiation, and communication skills.

- Ability to manage multiple stakeholders and complex accounts.

- Proven ability to identify business opportunities and drive revenue growth.

- Strategic thinking with analytical and problem-solving skills.

- Proficiency in CRM tools and MS Office (Excel, Word, PowerPoint).

- Client-focused, proactive, and results-oriented mindset