Enterprise Account Manager – IT Infrastructure Services

Account Manager — Key Accounts | IT Infrastructure Services Page 1

ACCOUNT MANAGER — KEY ACCOUNTS

IT Infrastructure Services · Implementation & Repatriation Practice

Job Description

Function Sales & Business Development

Practice IT Infrastructure — Cloud Repatriation & Sovereign Infrastructure

Reporting to Sales & Marketing Head

Location India (Bengaluru / Mumbai / Delhi-NCR preferred) — hybrid

Experience 5+ years; MBA preferred

Compensation Fixed + Performance Variable (revenue-target driven)

Travel Moderate to high — client-facing role

ROL E OVERVIEW

The Account Manager – Key Accounts is a quota-carrying, senior commercial role responsible for

owning, deepening, and growing Intigrel's relationships with a defined portfolio of enterprise and

public-sector accounts. This is a hunter-farmer hybrid — you will map and penetrate complex

customer organisations, identify infrastructure repatriation and modernisation opportunities, and

drive them to signed revenue. You will work closely with the presales and delivery teams but are

ultimately accountable for the P&L of your accounts.

This role demands deep understanding of IT infrastructure procurement cycles, strong executive

presence, and the ability to navigate multi-stakeholder organisations — from CIO, CTO and CISO

to procurement and legal — with equal fluency and professionalism.

KEY RESPONSIB I L I T IES

Account Ownership & Revenue Delivery

– Own and deliver an annual revenue quota for a named portfolio of key accounts across the IT

infrastructure practice

– Build and maintain accurate pipeline forecasts (monthly and quarterly) in CRM with disciplined

hygiene and deal-stage rigour

– Negotiate and close multi-year infrastructure services contracts, including managed services,

deployment engagements, and repatriation programmes

– Actively manage contract renewals, expansions, and upsell opportunities within existing

accounts

Customer Mapping & Stakeholder Engagement

– Systematically map customer organisations — identifying key decision-makers, influencers,

economic buyers, and blockers across IT, finance, procurement, and the C-suite

– Develop and maintain multi-threaded executive relationships that are independent of any

single sponsor or champion

– Conduct regular executive business reviews (EBRs) to align on client strategy, demonstrate

Intigrel's value, and surface next opportunities

– Maintain a comprehensive, up-to-date account plan for each key account covering current

state, whitespace analysis, competitive landscape, and 12-month growth strategy

Opportunity Identification & Pipeline Development

– Identify and qualify new infrastructure services including repatriation, sovereign cloud

migration, and on-premises modernisation opportunities within the account portfolio

– Work with the presales team to translate client infrastructure challenges — cloud cost

overruns, data sovereignty concerns, geopolitical risk — into compelling, technically credible

Intigrel proposals

– Develop and execute account-specific outreach plans, including targeted events, workshops,

and proof-of-concept proposals

– Expand Intigrel's footprint within accounts by identifying adjacent infrastructure domains not yet

engaged (e.g., networking, storage, security infra, DevOps tooling)

Commercial & Commercial Governance

– Lead commercial negotiations on SOWs, MSAs, and rate cards — working with legal and

finance to close at margin

– Maintain deal profitability discipline — challenge scope creep, flag margin risks early, and

escalate as needed

– Ensure all commercial activity is logged, compliant, and visible to leadership through accurate

and timely CRM updates

Cross-functional Collaboration

– Serve as the primary client interface during delivery — escalating issues, managing

satisfaction, and protecting the relationship through delivery challenges

– Brief presales architects clearly and completely on client context, technical environment, and

commercial sensitivities

– Provide regular market feedback to the practice and product teams on client trends, competitor

activity, and unmet needs

WHAT SUCCESS LOOKS LIKE

Performance will be measured against the following KPIs:

KPI / Metric Target

Annual revenue quota attainment 100%+ of assigned ARR target

Pipeline coverage ratio 3× quota in active, qualified

pipeline at all times

New logo contribution (within territory) Minimum 2 new practice-area

wins per year per account

Account plan completion & currency 100% of key accounts with live

plan, reviewed quarterly

Forecast accuracy Within ±10% of committed

forecast at quarter close

Executive relationship depth C-level sponsor documented in

every key account

CRM hygiene Weekly updates; 0 stale

opportunities > 30 days

Client satisfaction (CSAT / NPS) Above practice average; no

unresolved red accounts

QUALIFICATIONS & EXPERIENCE

Essential

– 5+ years of B2B technology sales experience, with at least 3 years in an account management

or enterprise sales role

– Demonstrated track record of achieving and exceeding revenue quotas in a complex, longcycle

infrastructure or technology services environment

– Experience selling IT infrastructure services — including at a minimum one of: cloud migration,

data centre services, networking, server/storage, virtualisation, or security infrastructure

– Proven ability to map, navigate, and build relationships within large, complex enterprise or

government organisations

– Comfortable operating at C-level (CIO, CISO, CFO, CTO) — credible, poised, and

commercially sharp in senior conversations

– Strong commercial acumen — able to read a P&L, construct a TCO argument, and negotiate a

services contract

Preferred

– MBA or equivalent postgraduate business qualification

– Experience in cloud repatriation, sovereign infrastructure, or on-premises modernisation

engagements

– Familiarity with hyperscaler commercial models (AWS, Azure, GCP) and the cost drivers that

make repatriation commercially attractive

– Exposure to data sovereignty, GDPR, or government / regulated-sector procurement

– Existing relationships within CIO/CISO communities in BFSI, public sector, manufacturing, or

energy verticals

SKILLS PROF ILE

Core Skills

– Enterprise account planning & whitespace

analysis

– Multi-stakeholder navigation & executive

engagement

– Pipeline forecasting & CRM discipline

– Complex commercial negotiation

– Proposal & business case development

– Cross-functional presales collaboration

Domain Knowledge

– IT infrastructure procurement & TCO

modelling

– Cloud commercial models & cost structures

– Virtualisation, storage & networking

fundamentals

– Data sovereignty & compliance landscape

– Public sector / enterprise procurement

processes

– Competitive landscape awareness (VMware,

HPE, Dell, etc.)

NON-NEGOT IABLE STANDARDS

– Communication excellence. Clear, concise, and confident — written and spoken. You

represent Intigrel in every client interaction. Ambiguity, jargon, and verbosity are not

acceptable in client-facing communications.

– Professional etiquette. Punctual, prepared, and present. Every meeting, call, and written

exchange reflects on the company. Responsiveness to clients and colleagues is a professional

obligation, not a courtesy.

– Integrity in commercial dealings. No overpromising to win deals. No misrepresentation of

capability. No shortcuts in the pipeline or forecasting process. Intigrel's reputation is built on

honest, rigorous commercial practice.

– Accountability. You own your number. You own your relationships. Issues are escalated

early, not hidden. Wins are shared with the team.

COMPENSATION STRUCTURE

Compensation for this role is structured to reward consistent, high-quality revenue performance:

– Fixed base salary commensurate with experience and market benchmarks

– Variable pay linked directly to quota attainment — uncapped above 100% achievement to

reward exceptional performance

– Accelerator tiers activate at 100%, and 150% of quota — designed to make top performers

significantly higher earners

– Variable is paid quarterly on recognised revenue, with annual true-up

– Additional incentives for strategic new logo wins, multi-year contract closures, and crosspractice

expansion

Exact compensation bands will be discussed during the selection process and are benchmarked to

the top quartile for equivalent roles in the IT infrastructure services sector.