Key Account Manager

About CompanyOrbit Techsol Pvt. Ltd. provides IT hardware and software solutions with a focus on cybersecurity, networking, and datacentre technologies across Mumbai and Pune.Job SummaryJob Title: Key Account ManagerCompany Name: Orbit Techsol Pvt. Ltd.No Of Openings: 5CTC: 15-22 LPALocation: MumbaiExperience: 5-15 YearsEmployment Type: Full-timeSeniority Level: Mid-Senior Level (Individual Contributor / Team Lead as applicable)Education (preferred): Bachelor's degree in Engineering (B.E./B.Tech) in Computer Science, Information Technology, Electronics or a related field; MBA or equivalent is a plus for senior roles.ResponsibilitiesAs a Key Account Manager, you will be responsible for driving revenue and ensuring successful delivery of IT hardware and software solutions for assigned enterprise accounts within the Mumbai & Pune territory. The following sections break responsibilities into primary areas, typical daily tasks, and measurable outcomes for clarity and quick scanning.Primary ResponsibilitiesOwn and grow relationships with assigned enterprise and SI (System Integration) accounts as the primary point of contact.Drive end-to-end enterprise sales for IT hardware, software, cybersecurity, networking and datacentre solutions across the Mumbai & Pune territory and any allocated verticals.Achieve assigned revenue and margin targets: meet quarterly and annual individual quotas.Identify new opportunities within existing accounts and prospect for new strategic accounts to expand business; target for net-new account additionsMaintain a qualified pipeline equal to at least 3x quota and deliver pipeline coverage to support predictable closures.Collaborate with pre-sales, delivery and technical teams to shape solutions, manage POCs and ensure on-time, on-budget delivery; ensure each POC has defined success criteria and timelines.Develop and execute strategic account plans with clear milestones, quarterly business reviews (QBRs) and account-level forecasts; update and socialize account plans with Sales Head monthly.Negotiate commercial terms, close deals, and ensure contractual compliance and profitability per deal-level margin targets.Proactively manage escalations, customer satisfaction and retention activities to maximize renewals and upsell; target customer renewal rate and NPS benchmarks will be set annually.Ensure accurate and timely reporting: maintain CRM with activity logs, deal stages, expected close dates and forecast category updates; achieve forecast accuracy target (e.g., >80%).Typical daily tasksReview and prioritize pipeline and account tasks against weekly and monthly targets; prepare for weekly pipeline review meetings with the Sales Head.Conduct client meetings and calls to uncover needs, present solutions and follow up on proposals and actions; target for client engagement activities (e.g., number of qualified calls/meetings per week) will be agreed with manager.Coordinate with pre-sales and engineering for demos, architecture reviews and POCs; ensure POC conversion benchmarks are tracked.Prepare and submit commercial proposals, obtain approvals and drive deal closure within defined sales cycle timelines.Update CRM with activities, opportunity stages, next steps and expected close dates daily/weekly as required.Monitor project implementations, follow up with delivery teams and resolve any client escalations promptly; report project health during monthly delivery reviews.Expected outcomes / KPIsAchieve assigned quarterly and annual revenue and margin targets for assigned accounts (individual quota and KPIs communicated at onboarding).Maintain a qualified pipeline at least 3x the assigned quota to ensure predictable closures.Demonstrable increase in account wallet share, number of solutions per account and annual upsell/cross-sell targets (specific % uplift targets to be defined by role).Maintain high customer satisfaction scores (NPS/Csat), timely resolution of escalations and strong renewal rates (renewal target e.g., >90% for strategic accounts where applicable).Forecast accuracy of at least 80% in monthly and quarterly forecasts; timely submission of weekly pipeline reports and monthly business reviews.Onboard and convert targeted number of net-new enterprise accounts per year as agreed with Sales Head.Qualifications & Must-Have SkillsEducation: Bachelors degree in Engineering (B.E./B.Tech) in Computer Science, Information Technology, Electronics or related field required; MBA or equivalent is preferred for senior roles.Employment Type: Full-timeSeniority Level: Mid-Senior Level (typically 5-15 years of relevant experience; may include Senior IC or Team Lead responsibilities depending on hire)Domain Experience: Strong sales experience in IT Hardware and Software Solutions with hands-on expertise in Cybersecurity, Networking, Datacentre solutions.Experience working within the System Integration (SI) industry and proven enterprise sales experience handling large accounts.Excellent communication, negotiation and interpersonal skills, with a track record of closing complex deals and managing stakeholder relationships.Proven experience managing a book of strategic enterprise accounts and delivering revenue growth and renewals.Local candidates onlyCertifications (optional): Relevant vendor or sales certifications (e.g., Cisco, Fortinet, VMware, HP, or sales methodology certifications) are a plus.Good-to-Have SkillsExperience with Apple or HP productsSkills: solutioning workshops,communication,it system,cybersecurity,sales,billing,data centers,networking