Account Manager - Enterprise Customers - Process Manufacturing Industry - IIT/IIM/ISB

Position: Account Manager - Enterprise Customers

Location: Gujarat, India

About the Role:

This position focuses on redefining industrial health diagnostics through a digital-first approach, offering innovative solutions in machine diagnostics, predictive maintenance, and condition monitoring for global process industries. The role emphasizes maximizing machine uptime, minimizing factory disruptions, and enhancing equipment reliability to achieve operational excellence.

By leveraging IoT, machine learning, artificial intelligence, smart communications, cloud computing, analytics, and data science, the role enables businesses to embrace Industry 4.0 and achieve digital transformation.

Key Responsibilities:

- Drive exponential growth in Monthly Recurring Revenue (MRR) across large enterprise accounts in industries like Steel, Cement, Chemicals, Metals & Mining, Tyres, and Paper & Pulp.

- Manage the entire sales lifecycle: create demand, mature opportunities, and achieve closures.

- Build and nurture long-term, strategic relationships with enterprise clients.

- Maintain a structured business cadence, focusing on deal management, demand creation, forecasting, and pipeline management.

- Collaborate with cross-functional teams, including Pre-sales, Customer Success, and Post-sales, to deliver maximum value.

- Align customer strategic priorities with the company's solutions for Industry 4.0 and factory digitization.

Qualifications:

Education:

- Bachelor's degree in Mechanical, Production, Instrumentation, Automation, or Control Systems Engineering (preferred).

- An MBA from a top-tier institution (e.g., IIT, IIM, ISB) is highly desirable.

Experience:

- 10-12 years of overall sales experience, with at least 5 years in enterprise sales in process manufacturing industries like Power, Chemicals, Steel, or Cement.

- Proven expertise in stakeholder management and a deep understanding of cloud-based business models.

Compulsory Skills:

Strong understanding of:

- Enterprise sales processes

- Cloud business models, including Land, Adopt, Consume, Expand frameworks

- SD-WAN, IoT, Industry 4.0 solutions

- Exceptional communication skills in English, Hindi, and local languages.

- Excellent leadership and interpersonal skills, with an emphasis on networking and influencing decision-makers.

- Strong business acumen and the ability to solve complex business problems.

- A well-established network within the process manufacturing sector.

Preferred Skills:

- Expertise in demand generation, pipeline management, and forecasting.

- Experience in aligning client needs with future digitization trends.