Strategic Account Manager - IIM/ISB/IIFT/XIM/SPIJMR

Job Description

We are looking for a seasoned professional to grow our presence with our top clients. The Strategic Accounts Manager will engage key decision makers and grow our business with them through internal referrals. The Strategic Account Manager will also be an escalation point for the accounts and will liaise with the Project Delivery Teams to resolve outstanding issues.

The Key Accounts Manager will have a good understanding of various stages of the sales process and should be able to intervene with the right stakeholders to position us as a partner of choice with the client. The Key Account Manager will require excellent communication skills (verbal and written) and strong business acumen to manage leadership stakeholders from MNC clients.

Key Responsibilities

Account Management

- Represent the Org. to key stakeholders for top clients in the region

- Coordinate Executive-level engagements with key dashboards that drives further business

- Map the client organization, with various stakeholders such as coaches, promoters, detractors etc.

- Engage with multiple client stakeholders, and understand their requirements and decision drivers

- Proactively meet new client stakeholders to seek new mandates

- Manage client escalations by liaising with internal stakeholders and our Leadership

Sales Process Management

- Publish account plans, execute, and achieve revenue targets

- Highlight potential gaps in advance to drive mitigation actions

- Forecast sales to support resourcing requirements, drive contract renewals to avoid delays

- Stick to commitments on deliverables made with clients, provide proposals to meet client deadlines

- Follow the Sales Process, keep opportunities updated on the sales trackers / CRM

Key Results Areas

- Revenue Growth from Key Accounts assigned AND Positive Client Feedback

Ideal Candidate Profile

- Maturity to engage with senior leaders, with experience in B2B Services Industry

- The candidate should be detail-oriented, entrepreneurial, and a self-starter, with good listening skills.

- 8-12 Years of total client-facing experience

- 5+ Years managing MNC Clients OR 3+ Years in Management Consulting

- Minimum 4 Years of Account Management experience, with sales targets

- MBA from a Tier-1 / Tier-2 B-School - IIM / ISB / IITs / SPJIMR / Symbiosis / Greatlakes / XIM / IIFT

- Professional Degree (CA / CFA / CPA etc.) is an added advantage

- Strong interpersonal skills to build professional relationships across the organization

- Action oriented - Track record of getting things done in time, without follow-ups