Account Manager

4 weeks ago


bangalore, India KPIT Full time
About the position:
The Business Development Manager/Director is responsible for all aspects of business development and sales cycle including scanning, sensing, creating and capturing new revenue opportunities directly “selling to” as well “selling with” the identified semiconductor companies having strong presence in India. The role includes building strong relationships with both existing as well new clients, maintaining correspondences through calls/ emails, resolving any issues or concerns and developing new strategies to meet monthly/yearly revenue targets.
This is a client-facing role at KPIT with dual reporting to India Business Head & Semicon Business Head with strong cross-functional collaborations across business units internally within KPIT and externally within client organization.
Key attributes of the Account Director /Account Manager:
Client Focused
Identify and serve stated and unstated needs of clients. Achieving business goals by having a mindset of client oriented approach. Put himself/herself into the mind of the client and understand needs from the client’s organization point of view and respond promptly with technical and business solutions to meet these needs.
Consultative Mindset
Consultative problem solving skills to create value for clients. Having an alignment and commitment with clients by using a win-win problem solving approach. Select and connect relevant groups/classes to formulate and articulate a problem or a solution in view of the larger picture for clients’ success.
Domain Competence
Strong understanding and work experience engaging with Semiconductor eco-system and associated hardware and software development life cycle.
Technical knowledge in one or more CASE automotive technologies (Systems and Software in Autonomous Driving, Digital Connected Solutions, Connected Vehicles, Electric& Conventional Powertrain, Vehicle Diagnostics, and Vehicle Networks)
Skilled in articulating solutions with good sense and judgement in timing and reinforcing the communication. Master in the ability to use language effectively and express himself/herself with clarity.
Proactive and results driven to take necessary steps to achieve set goals and targets.
Collaborative
Build mutually rewarding strategic relationships with client engineering / purchasing and parallel teams. Effectively manage conflict situations while negotiating for win-win solutions.
Identify and leverage industry partnerships / alliances with ecosystem partners to creatively solve
clients’ problems.
Collaboratively work with teams / individuals inside and outside the organization and go beyond one’s immediate function or span of control to create cross-functional alignment among and across groups.
Commercially Savvy
Having strong business acumen to understand business issues. Ability to make quick, effective decisions for the sake of resolving a crisis or navigating challenges. Ability to diffuse a situation with tact, precision and insight.
Day to Day Responsibilities:
Understand/Interpret client requirements/RFQ and map the same to KPIT offerings/competencies.
Identifying and proposing offers to align with client technology roadmap and requirements.
Achieve agreed-on AOP targets/goals.
Collaborate/Participate with SMEs, Delivery, Pre-Sales and leaders for planning and developing profitable and winnable client propositions.
Identification and assessment of opportunity, building& maintaining a healthy pipeline, pursuing and being part of the complete lifecycle until winning the projects.
Build client confidence, understand, and map client organization. Build and maintain strategic relationships with client stakeholders like department heads, managers and influencers.
Align and collaborate with various Practice teams to help expand offerings within the client organization.
Market analysis, forecasting, risk assessment and reporting.
Keeping track to timely billing and revenue collection.
Monitoring the competition and maintaining contacts with all relevant internal client departments teams.
Provide feedback to improve KPIT’s offerings based on clients’ needs/market challenges, technological
trends etc.
Candidate Profile:
Engineering/bachelor’s degree in a science related field (Electronics, Information systems, Automotive design etc.). Master’s degree/diploma in management.
10 to 12 years experience in business development for software service projects and solutions to semiconductor chip companies.
Exposure to mobility industry in the domains like Autonomous Driving, Connected Vehicles, Electric Conventional Powertrain, Vehicle Diagnostics, AUTOSAR etc.
Should be able to independently manage entire sales cycle from lead generation to closure, including relationships with department heads and manager levels in the client organization
Working experience with delivery and practice teams in global locations is recommended.
Willingness to travel to client locations with base location as Bengaluru.
Excellent value articulation, presentation and negotiation skills including written and verbal communications in English.
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