Experience: 15+ years
Function: Strategic Account Management | Revenue Growth
Role Overview
The Account Manager (Farmer) is responsible for owning, expanding, and retaining strategic client accounts, driving revenue growth through account expansion, renewals, and cross‑sell / upsell. This role focuses on deep client relationships, long‑term value creation, and operating as a trusted advisor to senior client stakeholders.
Key Responsibilities
- Own P&L and end‑to‑end account growth for marquee / strategic clients
- Drive organic growth through:
- Contract renewals
- Upsell and cross‑sell of services / solutions
- Wallet‑share expansion across business units and geographies
- Build strong relationships with CXO, business, and procurement stakeholders
- Accountable for account planning, forecasting, and revenue predictability
- Partner with delivery, consulting, and pre‑sales teams to ensure high CSAT and NPS
- Identify whitespace opportunities and proactively shape expansion deals
- Lead QBRs, executive governance forums, and long‑term roadmap discussions
- Ensure commercial discipline, margin management, and risk mitigation
- Act as the single point of accountability for overall account health
Key Experience & Qualifications
- 15+ years of experience in Account Management / Client Partner / Sales (Farmer) roles
- Strong background in IT services, digital, consulting, or BPO environments
- Proven track record of:
- Managing large, complex enterprise accounts
- Growing accounts organically year‑on‑year based on well thought through plans
- Handling multi‑stakeholder, global client environments
- Experience managing $10M+ accounts
- Strong commercial acumen with demonstrated renewals and expansion wins
- Comfortable engaging with CXO‑level clients and internal leadership
- Excellent communication, negotiation, and stakeholder management skills
Success Metrics
- Account revenue growth & wallet expansion
- Renewal rates and contract value uplift
- Client satisfaction (CSAT / NPS)
- Forecast accuracy and margin management
- Depth of executive relationships
Ideal Candidate Profile
- Relationship‑oriented farmer mindset with strong execution discipline
- Strategic thinker with a hands‑on approach
- Trusted client advisor, not transactional seller
- Comfortable operating in matrix and global delivery models
