Director - Account Management - IT

Our client is the largest provider of Distributor Management Software in South Asia and services about 40,000 distributors and ~3 million retailers. The company seeks to leverage its client base to expand its service offerings.

- The candidate will lead the relationship and partnership with existing accounts and will be responsible for top line and bottom-line growth and customer satisfaction.

Responsibilities and Duties

- Build and strengthen relationships (across senior and mid-levels) with our existing customers and drive attendant outcomes - primarily customer satisfaction and delight and business growth

- Be responsible for the top line and bottom-line growth from our existing customers

- Increase cross-selling of our product ecosystem across our customer portfolio

- Define and build a structured team and processes to support account management for the company

- Drive management reporting and CRM processes to ensure account forecasts are accurate

- Identify new opportunities in their account portfolio to enable deeper inroads into the accounts

- Execute to and monitor the client's contracts and renewals, explaining pricing, and negotiating new terms if necessary

- Partner with delivery teams to ensure the customer's needs are translated into the final deliveries

Qualifications, Experience & Skills

- Building relationships with customer teams across various departments and functions, thereby having a strong pulse of the client org. and a deep commitment to customer satisfaction

- Understanding of client challenges and supporting them with propositions that result in a Win-Win partnership model

- A minimum of 10+ years of experience in Account Management driving B2B IT product/ services sales and of team management and leadership experience in a SaaS/ Technology products organization

- Excellent communication skills - both written and oral

- Passion for applying technology to architect solutions is required.

- Entrepreneurial drive and demonstrated ability to achieve stretch goals in an innovative and fast-paced environment

- Proven record of scaling account revenue in the Indian market

- Strong in driving SaaS metrics. Growth in Monthly and Annual Run Rate (MRR/ARR)

- Mentoring and coaching team members to realize overall objectives of the team