Role Overview:
A result-oriented Enterprise Account Manager with experience in driving revenue growth, strengthening strategic partnerships, and managing large enterprise portfolios across India in the F&B and Retail technology ecosystem. Proven track record in acquisition, retention, upselling, cross-selling, and delivering business outcomes through data-driven strategies, superior client service, and cross-functional collaboration.
Key Responsibilities:
Strategic Account & Partnership Management
- Spearhead end-to-end enterprise account management for large brands across India, ensuring growth.
- Manage all partnership inbound and outbound initiatives with brands, agencies, and regional business partners to strengthen the ecosystem and unlock new revenue channels.
- Successfully acquire and onboard high-value enterprise clients, including national QSRs, 5-star hospitality groups, and large chain accounts, expanding market footprint.
- Built and negotiated strategic commercial partnerships and joint GTM plans with key ecosystem players.
Revenue Growth, Upsell & Cross-Sell
- Drive revenue expansion by identifying upsell and cross-sell opportunities across product lines, including POS, CRM, Loyalty, Inventory, Task Management, and Integrations.
- Enhance share of wallet within enterprise accounts by positioning new solutions and value-added modules aligned to client needs.
- Achieve high renewal rates and reduced churn through proactive engagement and value-based account planning.
Data-Driven Business Growth
- Leverage data insights to analyse account performance, customer behaviour, adoption metrics, and campaign ROIs to drive continuous improvement and expansion.
- Build weekly and monthly performance scorecards, business reviews, and growth plans to ensure measurable client success outcomes.
Client Marketing & Brand Growth Initiatives
- Develop integrated marketing & growth strategies with clients to improve brand visibility, customer engagement, and operational efficiency across digital channels and on-ground activations.
- Design co-branded marketing campaigns with enterprise partners to drive demand generation and joint brand positioning.
Cross-Functional Collaboration
- Coordinate with Product, Operations, Training, Marketing, and Tech/Integration teams to ensure seamless onboarding, implementation, and product adoption for enterprise accounts.
- Support product innovation by identifying industry needs and customer feedback, collaborating with R&D/Product teams to shape new features and technology roadmaps.
Operational Excellence & Customer Success
- Lead the onboarding and integration lifecycle for enterprise accounts, including POS deployment, menu engineering, SOP digitisation, and system training.
- Deliver structured product training, hygiene compliance programs, and performance reviews to improve client experience and solution utilisation.
- Streamline operations and escalations management to ensure consistent customer satisfaction and SLA delivery.
Desired Skills & Qualifications:
- Bachelor's degree in Business, Technology, or equivalent field; MBA Mandatory.
- 6-9 years of experience in account management, enterprise client servicing, or B2B SaaS sales.
- Proven track record of managing high-value enterprise accounts with measurable business outcomes.
- Excellent communication, negotiation, and relationship management skills.
- Strong problem-solving attitude and ability to work cross-functionally.
- Knowledge of SaaS, F&B technology, or enterprise solutions is a strong plus.
- Comfortable handling senior stakeholders with a consultative engagement style.
