Key Account Manager

About the Company

Softcell is a leading System Integrator in India. We are hiring for the role of Key Account Manager that entails developing, driving, managing and executing a business plan for a select set of Named Accounts and positioning SI solutions from the portfolio of focus IT products and solutions. Softcell as a System Integrator specialises in implementing and supporting customers on these IT solutions.

About the Role

The KAM position is a client facing role, the main purpose being to uncover Large Value Enterprise Opportunities in the assigned accounts. The KAM is responsible for driving large value solution sales that the company focuses in the Enterprise customer space. The KAM has to interface with key cross-functional stakeholders to identify and consolidate business reach and service in each of the assigned accounts.

Responsibilities

• Take ownership of managing 1-2 super large enterprise accounts and driving and executing the business plan to reach to the revenue goals from these accounts.
• Understand the IT investment landscape of the customer and position the benefits of the focused SI solutions to the assigned customers by mapping the right solutions with the requirement of the customers.
• Techno-commercial decisions on customer deals, responsible for cross-functional co ordination from pre-sales upto business realisation.
• Prospect, develop, up-sell, cross-sell and generate new business opportunities with the assigned accounts.
• Respond in a timely and complete manner to ongoing RFP’s to achieve the quarterly targets.
• Map CXOs and key decision makers in the assigned accounts. Use customer insights to develop solutions that are aligned with the assigned accounts.
• Understand the OEM sales and support structure and network with key members of OEM who are in touch with CXOs in your assigned accounts. Engage with OEMs to review opportunities and take their support where required to push for opportunity closure.
• Continuously track and analyse market dynamics, competition, pricing and technology developments;
  use feedback from market experience into revising and improving the business plan and strategy.

Qualifications

• Atleast 8 to 12 years of information technology sales experience in Indian enterprise IT.
• Experience in managing relationships with customers in Banking / Financial Services customers will be an added advantage.
• Experience in managing regulations in Banking / NBFC / Insurance domains will be an added advantage.
• MBA with specialisation in Marketing or any related field is a plus.

Required Skills

• High energy, inter-personal skills and HUNGER to win!
• Ideal candidate should have experience in successfully leading teams or business units in delivering to the overall goals of the team/unit.
• You should have an interest in learning, understanding and positioning technology. Learning includes one provided by company but also includes a high degree of self learning and interest in understanding IT technology landscape and developments in this field.
• Excellent team work with good listening and business acumen.

Preferred Skills

• Experience in managing relationships with customers in Banking / Financial Services customers will be an added advantage.
• Experience in managing regulations in Banking / NBFC / Insurance domains will be an added advantage.