Key Account Manager

Position Title: Key Account Manager

Position Level: Key Account Manager

Function: Sales

Reporting To: Sales Head

Business Overview

The role is part of the enterprise sales function within a leading Skills & Talent Development organization such as NIIT Limited, focused on delivering IT education, corporate training, and consulting-led learning solutions to B2B clients across industries. Business partners with large enterprises to drive workforce transformation through customized learning and capability development solutions.

Job Overview

The Key Account Manager (KAM) is responsible for managing, nurturing, and expanding relationships with a defined portfolio of strategic accounts while also acquiring new enterprise customers within the assigned geography. The role focuses on value-based and consultative selling of IT education and training solutions to large B2B clients. Success in this position is measured by sustained revenue growth, profitability, customer retention, and strategic account expansion. The KAM plays a critical role in driving long-term client partnerships and contributing to the organization's overall revenue and margin objectives.

Key Responsibilities (In Order of Importance)

1. Strategic Account Growth & Revenue Ownership

• Own and drive revenue from the entire set of defined strategic accounts across India.
• Ensure achievement of revenue, order intake, collection, and margin targets.

1. Customer Strategy & Account Planning

• Develop comprehensive account plans aligned with client business goals.
• Identify white spaces and cross-sell/up-sell opportunities.

1. Consultative & Value-Based Selling

• Deeply assess customer needs and create customized solutions through clearly articulated value propositions that enable measurable business improvement.
• Lead large and complex business development initiatives end-to-end.

1. New Business Development

• Identify and convert new enterprise prospects into long-term customers within the geographic zone.

1. Commercial & Contract Management

• Negotiate commercials, ensure favorable margins, and manage contract lifecycle.

1. Customer Relationship & Stakeholder Management

• Build C-level and senior stakeholder relationships.
• Drive customer satisfaction measurement and feedback management.

1. Sales Enablement & Marketing Collaboration

• Support and implement sales and marketing campaigns targeted at enterprise accounts.

1. People & Partner Collaboration

• Work effectively in a matrixed environment across delivery, pre-sales, and regional teams.
• Manage partner relationships where applicable.

Experience Required

• 15+ years of successful B2B sales experience with a proven track record in consulting/advisory/value-based selling.
• Minimum 10+ years in IT Education / Corporate Training sales to B2B clients.
• Demonstrated experience in generating 2+ Crore annual revenue per strategic account.
• Experience managing complex, multi-location enterprise accounts across India.

Key Result Areas (KRAs)

1. Revenue Achievement
2. Order Intake
3. Collections
4. Gross Margin
5. EBITDA
6. Customer Retention & Expansion Ratio
7. Strategic Account Penetration

Educational Qualification

• Preferably MBA (Marketing / Sales / Business Management)

Skills & Competencies

Domain & Technical Skills

• Ability to navigate VUCA environments with a strong problem-solving mindset
• Proven new business development capability within enterprise accounts
• Strong executive selling skills and C-suite engagement experience
• Expertise in managing and negotiating large, complex deals
• Experience in IT Education / Training / Consulting solutions selling
• Ability to develop strategic and tactical go-to-market plans
• Competitive intelligence tracking and market awareness
• Experience working in matrixed organizations
• Strong commercial acumen and margin orientation
• Customer satisfaction measurement and management

Behavioral & Soft Skills

• Excellent English communication skills
• Strong negotiation and presentation skills
• High networking capability
• Conflict management skills
• Self-driven with strong prioritization abilities