Senior Account Manager

Skills

About the Role

You will own a territory and acquire new enterprise and mid-market clients for automation, AI, and digital transformation services. You will generate pipeline, lead discovery and solution discussions, negotiate contracts, and maintain accurate forecasts. You will build executive relationships, identify account expansion opportunities, coordinate handovers to delivery, and represent the business at industry events.

Requirements

• Bachelor's degree required; MBA or equivalent preferred.
• 8–12 years of B2B enterprise sales experience in IT services, automation, consulting, or technology solutions.
• At least 5 years in a new-logo acquisition or hunter role.
• Proven record of meeting or exceeding new-business quotas and closing multi-crore or multi-year service deals.
• Established network of decision-makers in relevant industries.
• Understanding of intelligent automation, RPA, AI, GenAI, data and analytics, and cloud.
• Experience selling consultative, solution-led services with long sales cycles and multiple stakeholders.
• Negotiation, presentation, and executive communication skills.
• Proficiency with CRM tools, LinkedIn Sales Navigator, and Microsoft Office.
• Willingness to travel extensively within the assigned territory.
• Legal eligibility to work in India.

Responsibilities

• Prospect, qualify, and win new enterprise and mid-market clients.
• Build and execute territory plans, target-account lists, outreach cadences, and pipeline goals.
• Generate pipeline through cold outreach, referrals, industry events, partner ecosystems, and executive networking.
• Own the full sales cycle from lead generation through contract closure.
• Engage C-suite and operational stakeholders and map buying centers and decision processes.
• Partner with pre-sales and solution architects to run workshops, demonstrations, and proofs of concept.
• Lead commercial negotiations, pricing discussions, and MSA/SOW contracting.
• Apply structured sales qualification methods to maintain a realistic pipeline and forecast.
• Identify expansion and cross-sell opportunities after initial wins.
• Ensure smooth handovers to delivery and remain a trusted client advisor post-sale.
• Maintain accurate CRM pipeline, activity, and forecast data and provide weekly updates.
• Collaborate on account-based campaigns, events, and thought leadership.
• Share market intelligence on competitors, pricing, and client needs.
• Represent the business at industry forums, client events, and partner meetings.

Benefits

• Health insurance.
• Paid leave and holidays in line with company policy.
• Travel and field expense reimbursement.
• Structured onboarding and product or solution training.