Associate Director - Key Account Manager - IT Infrastructure Management Services

Role Title : Key Account Manager

Experience : 12 - 15 Years

Industry Type : IT Infrastructure Management services

Location : Gurgaon

Position Overview :

- The Sales Manager / Key Account Manager maintains and expands business relationships with strategically important customers in the region. He/She is responsible for achieving sales quota and assigned strategic account objectives for couple of identified customers.

- The Sales Manager / Key Account Manager represents the entire range of company's IMS services to assigned customers, while leading the customer account planning cycle and ensuring assigned customers needs and expectations are met by the company in agreed/reasonable timelines.

Roles & Responsibilities :

- Single Point of Contact (SPOC) and Face of organization to assigned strategic customers.

- Responsible for Customer Relationship building, Key Account Management and mining of existing customers.

- Responsible for farming business development involving prospect development, understanding of customer business and technology scenario along with creating potential needs.

- Identifying & creating opportunities, solution offerings and presentation of business case to the client, submission of techno-commercial proposal, opportunity conversion in organization's favor.

- Responsible for end to end Business Cycle Management, right from Lead Generation to Contract signing.

- Manage the farming sales with the sole focus of maximizing revenues in timely, reliable, and consistent manner.

- Evolve Account mining & penetration strategies to achieve business targets and increase organization's share in customer's IT Spend.

- Work with the Top / Senior management to set the promotional agenda for sales support team and underpin all sales initiatives with an appropriate marketing program for assigned customers.

- Close interaction with the Pre-sales, Solutions and the Operations teams to ensure delivery of technical proposals/ solutions as per agreed timelines.

- Position is a part of Sales Team, and is an Individual Contributor role for the assigned region.

- Responsible & Maintains high customer satisfaction ratings that meet company standards

- Responsible to meet assigned expectations on business profitability.

- Responsible for timely Revenue recognition, Billing and Collection for assigned customers.

Desired Profile :

- Preferably MBA in Sales & Marketing with relevant experience ranging from Business Development, Sales, Key Account Management and Customer Relationship Management.

- Should have at least 5 yrs of Key Account Management experience primarily in the IT IMS sector.

- Should have good experience in selling Managed IT Services, Optimization and Integration services to customers.

- Should have the aptitude to quickly develop a comprehensive understanding & Account Plan for assigned customers.

- Should have excellent communication and presentation skills in order to influence key decision makers in the assigned customers business teams.

- Should have high degree of commitment and goal orientation, and must be willing to adjust to the demands of a dynamic / demanding environment.