Role Title: Account GM/Director
Department: Global Business / Enterprise Sales
Region: APAC / EMEA / Americas
Reports To: Regional Head
Role Overview
The Account Director (GM) – Digital Platforms is responsible for driving regional revenue, adoption, and customer success for our suite of digital and platform solutions. The role manages strategic multinational and regional accounts, ensuring deep engagement across countries, business units, and functional stakeholders. The KAM is accountable for positioning digital solutions in alignment with customer transformation agendas and delivering sustained, recurring revenue growth for the region
Key Responsibilities
- Regional Account Ownership & Revenue
- Own and manage strategic accounts across the assigned region
- Deliver regional revenue targets—including renewals, upsell, cross-sell, and new opportunities
- Develop multi-country account strategies for global customers with regional presence.
- Drive consistent pipeline creation and accurate forecasting
- Solution Selling & Consultative Engagement
- Lead consultative, value-led discussions with CXOs and senior leadership in the region
- Understand customer digital transformation roadmaps, industry trends, and pain points.
- Position platform capabilities (SaaS, cloud, analytics, automation, APIs, integrations) to meet business needs.
- Co-create digital transformation proposals with Pre-Sales, Product, Solutions, and Engineering teams
- Customer Success, Regional Delivery & Commercial Governance
- Ensure smooth deployment and adoption of digital platforms across countries in the region, working closely with internal delivery, product, and engineering teams.
- Monitor usage and adoption metrics to identify risks, opportunities, and areas for account expansion.
- Build strong working relationships with regional and global customer stakeholders to ensure alignment on delivery, roadmap, and value realisation.
- Lead regional commercial discussions—including pricing, renewals, and contracting—ensuring compliance with applicable regulatory and data protection norms.
- Maintain accurate forecasting and CRM hygiene to support predictable business performance.
Key Skills & Competencies
- Proven success in enterprise sales, global/regional key account management, or SaaS/digital platform sales.
- Strong stakeholder management across CXOs, IT, procurement, and business units.
- Ability to navigate complex multinational structures and matrix environments.
- Strong commercial acumen, negotiation ability, and data-driven decision-making.
- Understanding of digital/SaaS sales cycles, subscription economics, usage adoption, and renewal strategies.
- Excellent communication, presentation, and relationship-building skills.
Qualifications & Experience
- 15 years of experience in Enterprise Sales / Global Business Sales / SaaS or Digital Platform selling
- Experience handling regional or global accounts preferred
- Account management experience in Consulting firms, especially in telecom IT space is preferred
- Prior experience in consulting or IT services firms (e.g., TCS, Wipro, Cognizant, Infosys or similar), SaaS/platform companies (e.g., Salesforce, ServiceNow, Adobe or similar), or telecom and digital platform organisations (e.g., Tata – MOVE/CIS solutions, Tanla, Cloudflare or similar) is strongly preferred
- Exposure to telecom, cloud, SaaS, digital solutions, or technology services is an advantage
- MBA or equivalent qualification desirable
Success Metrics
- Regional revenue performance (new opportunity, renewals, upsell, cross-sell)
- Increase in platform adoption and consumption within the region
- Multi-country implementation success and customer satisfaction/NPS
- Strength of regional stakeholder relationships and account penetration
- Accurate forecasting and quality of account planning
