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Growing Enterprise Relationships

2 weeks ago

Navi Mumbai, Maharashtra, India beBeeAccount Full time ₹ 1,20,00,000 - ₹ 2,00,00,000

Job Title: Enterprise Account Manager

About the Role

We are seeking an experienced Enterprise Account Manager to join our team. This role involves managing and growing key enterprise accounts, combining strategic account planning, consultative selling, stakeholder engagement, and delivery partnership to ensure long-term value creation for our customers.

Key Responsibilities:
  • Develop and execute strategic account plans aligned with long-term business goals (3-5 years horizon).
  • Own revenue targets, gross margin health, and pipeline development within strategic accounts.
  • Create joint business roadmaps with clients that outline key transformation areas and co-created solutions.
  • Build and nurture long-term partnerships with senior client stakeholders (CXOs, CIOs, CTOs, Heads of Digital, etc.).
  • Maintain regular touchpoints across departments and levels to ensure complete client mapping and influence.
  • Act as the voice of the customer within the organization, aligning internal resources to client priorities.
  • Drive renewals, upsells, cross-sells, and contract expansions - including multi-year agreements and rate negotiations.
  • Shift short-term annual engagements to multi-year strategic contracts with better margin realization.
  • Manage proposal submissions, pricing discussions, SOW definitions, and commercial negotiations.
  • Understand the client's digital transformation vision and proactively recommend solutions aligned with that vision.
  • Identify and articulate unsaid needs or latent demand to create new opportunities.
  • Showcase value through ROI-focused storytelling, dashboards, and outcome-based reporting.
  • Partner with internal teams (Delivery, Solutions, Program Management, Technology Practices) to ensure success of programs and projects.
  • Own end-to-end execution of client initiatives, ensuring timelines, budgets, and quality goals are met.
  • Monitor Customer Satisfaction Index (CSI) and proactively drive corrective actions to ensure consistently high scores (CSI = Green).
Requirements

To be successful in this role, you will need:

  • 5-7 years of experience in Strategic/Enterprise Account Management in the IT services or consulting domain.
  • Strong business acumen and consultative mindset.
  • Executive presence and ability to influence CXO-level stakeholders.
  • Excellent communication, interpersonal, and negotiation skills.
  • Strategic thinking combined with tactical execution.
What We Offer

We offer a dynamic work environment and competitive compensation package.