The role is part of the enterprise sales function within a leading Skills & Talent Development organization such as NIIT Limited, focused on delivering IT education, corporate training, and consulting-led learning solutions to B2B clients across industries. The business partners with large enterprises to drive workforce transformation through customized learning and capability development solutions.

Job Overview

- The Key Account Manager (KAM) is responsible for managing, nurturing, and expanding relationships with a defined portfolio of strategic accounts while also acquiring new enterprise customers within the assigned geography.

- The role focuses on value-based and consultative selling of IT education and training solutions to large B2B clients.

- Success in this position is measured by sustained revenue growth, profitability, customer retention, and strategic account expansion.

- The KAM plays a critical role in driving long-term client partnerships and contributing to the organization's overall revenue and margin objectives.

Key Responsibilities (In Order of Importance)

Strategic Account Growth & Revenue Ownership:

- Own and drive revenue from the entire set of defined strategic accounts across India.

- Ensure achievement of revenue, order intake, collection, and margin targets.

- Customer Strategy & Account Planning

- Develop comprehensive account plans aligned with client business goals.

- Identify white spaces and cross-sell/up-sell opportunities.

Consultative & Value-Based Selling:

- Deeply assess customer needs and create customized solutions through clearly articulated value propositions that enable measurable business improvement.

- Lead large and complex business development initiatives end-to-end.

New Business Development:

- Identify and convert new enterprise prospects into long-term customers within the geographic zone.

Commercial & Contract Management:

- Negotiate commercials, ensure favorable margins, and manage contract lifecycle.

- Customer Relationship & Stakeholder Management

- Build C-level and senior stakeholder relationships.

- Drive customer satisfaction measurement and feedback management.

Sales Enablement & Marketing Collaboration:

- Support and implement sales and marketing campaigns targeted at enterprise accounts.

People & Partner Collaboration:

- Work effectively in a matrixed environment across delivery, pre-sales, and regional teams.

- Manage partner relationships where applicable.

Experience Required

- 10+ years of successful B2B sales experience with a proven track record in consulting/advisory/value-based selling.

- Minimum 10+ years in IT Education / Corporate Training sales to B2B clients.

- Demonstrated experience in generating 2+ Crore annual revenue per strategic account.

- Experience managing complex, multi-location enterprise accounts across India.

Key Result Areas (KRAs)

- Revenue Achievement

- Order Intake

- Collections

- Gross Margin

- EBITDA

- Customer Retention & Expansion Ratio

- Strategic Account Penetration

Educational Qualification - Preferably MBA (Marketing / Sales / Business Management)

Skills & Competencies

Domain & Technical Skills:

- Ability to navigate VUCA environments with a strong problem-solving mindset

- Proven new business development capability within enterprise accounts

- Strong executive selling skills and C-suite engagement experience

- Expertise in managing and negotiating large, complex deals

- Experience in IT Education / Training / Consulting solutions selling

- Ability to develop strategic and tactical go-to-market plans

- Competitive intelligence tracking and market awareness

- Experience working in matrixed organizations

- Strong commercial acumen and margin orientation

- Customer satisfaction measurement and management

Behavioral & Soft Skills:

- Excellent English communication skills

- Strong negotiation and presentation skills

- High networking capability

- Conflict management skills