Job Description

Key Account Manager – Enterprise ILL Sales
Location: Mumbai, Maharashtra
Department: Enterprise Sales
Industry: ISP / Telecom / Managed Network Services
Employment Type: Full-Time
Reporting To: Head – Enterprise Business / Sales Director
Role Overview
We are looking for an experienced and result-oriented Key Account Manager – Enterprise Sales to drive the sale of Internet Leased Lines (ILL), Dedicated Internet, Point-to-Point Connectivity, MPLS/VPLS, and other enterprise connectivity solutions across Mumbai and the surrounding business markets.
The candidate will be responsible for identifying new enterprise customers, developing relationships with key decision-makers, converting opportunities into recurring business, and managing strategic accounts to increase revenue and customer retention.
The role requires strong knowledge of the Mumbai enterprise market, excellent B2B relationship-building skills, and preferably an existing network among IT Heads, CIOs, CTOs, Network Heads, Procurement Teams, System Integrators and Enterprise Customers.
Key Responsibilities
New Business Development
* Identify and acquire new enterprise customers for Internet Leased Line and connectivity services.
* Generate leads through cold calling, referrals, networking, channel partners, existing industry relationships and direct enterprise outreach.
* Develop business opportunities across corporate offices, factories, warehouses, hospitals, hotels, educational institutions, financial institutions, IT/ITES companies and other enterprises.
* Build and maintain a strong sales pipeline with clearly defined closure timelines.
* Conduct regular customer meetings, presentations and solution discussions.
* Achieve monthly, quarterly and annual revenue and order-booking targets.
Key Account Management
* Build long-term relationships with existing enterprise customers.
* Identify opportunities for bandwidth upgrades, additional locations and cross-selling of other services.
* Develop multi-location and multi-service opportunities within existing accounts.
* Maintain regular engagement with IT, networking, procurement and management teams.
* Ensure strong customer retention and minimize churn.
Solution Selling
Understand customer requirements and recommend appropriate solutions including:
* Dedicated Internet Leased Line
* Point-to-Point / P2P Connectivity
* Layer 2 Connectivity
* SD-WAN
* Managed Internet Services
* Backup Internet Connectivity
* Managed Network Services
* Data Center Connectivity
* Cloud Connectivity
* Managed Security Services
Work closely with the presales and network teams to create technically and commercially viable solutions.
Commercial & Proposal Management
* Prepare and present quotations, proposals and commercial offers.
* Negotiate commercials while maintaining required margins.
* Coordinate with internal teams for technical feasibility and pricing.
* Follow opportunities from initial enquiry through commercial negotiation, PO and service activation.
* Ensure customer documentation and order-processing requirements are completed promptly.
Internal Coordination
Coordinate with:
* Network Planning
* Feasibility Team
* NOC
* Project / Deployment Team
* Billing
* Finance
* Customer Support
* Management
Ensure committed delivery timelines are communicated correctly to customers and internally.
Collections & Account Hygiene
* Coordinate with customers and internal finance teams for timely collections.
* Monitor outstanding payments for assigned accounts.
* Ensure proper commercial documentation, purchase orders and renewal documentation.
* Track contract expiry dates and initiate renewals proactively.
Sales KPIs
Performance will primarily be measured on:
* New enterprise customers acquired
* Monthly / Annual Recurring Revenue generated
* Number and value of POs received
* New circuits commissioned
* Sales pipeline created
* Pipeline-to-order conversion ratio
* Average revenue per customer
* Customer retention
* Account expansion / bandwidth upgrades
* Collection efficiency
* Gross margin / contribution from acquired business
Candidate Profile
Experience: 3–8 years in Enterprise B2B Sales, preferably in Telecom, ISP, Connectivity, Data Center, Cloud or Managed Network Services.
Candidates having experience with companies such as ISPs, telecom operators, system integrators, managed service providers or enterprise networking companies will be preferred.
Desired Skills
* Strong knowledge of Enterprise ILL / Dedicated Internet sales
* Good understanding of enterprise networking
* Strong B2B sales and negotiation skills
* Ability to independently generate and close enterprise opportunities
* Strong communication and presentation skills
* Good understanding of the Mumbai corporate market
* Existing relationships with enterprise IT decision-makers will be a major advantage
* Ability to manage long enterprise sales cycles
* Strong follow-up and CRM discipline
* Commercial understanding and ability to protect margins
Preferred Existing Network
Preference will be given to candidates having active relationships with:
* CIOs / CTOs
* IT Heads
* Network Managers
* Infrastructure Heads
* Procurement Managers
* Facility Managers
* System Integrators
* IT Consultants
* Data Center Partners
* Enterprise Channel Partners
Education
Graduate / MBA preferred.
Candidates with strong telecom or enterprise sales experience may be considered irrespective of specialization.
Ideal Candidate
We are looking for someone who is primarily a business hunter rather than only an account servicing professional.
The candidate should be comfortable independently identifying prospects, approaching enterprise customers, generating meetings, understanding connectivity requirements, coordinating feasibility, negotiating commercials and closing orders.
A strong performer should eventually be capable of building and managing a significant recurring enterprise connectivity portfolio across Mumbai.