Principal Key Account Manager - BFSI (Delhi)
Location: Delhi
Function: Principal Account Management / Enterprise Sales
Level: Individual Contributor (with Leadership Growth Path)
About the Role
We are hiring a Principal Key Account Manager with 10-13 years of experience to lead strategic BFSI enterprise accounts based out of Delhi. The candidate will own and expand relationships with large banks, NBFCs, insurance companies, and brokerages, while driving growth through complex, high-ticket deals. This role is IC-focused initially but designed for someone with the potential to transition into leadership, grooming and mentoring others.
Key Responsibilities
- Account Ownership: Manage and grow two or more large banks and other BFSI enterprises as a Principal IC.
- Enterprise Growth: Close high-value deals ( $500K ACV), ensuring consistent revenue expansion across upsell and cross-sell motions.
- Strategic Account Planning: Build and drive multi-year account growth plans for marquee BFSI accounts, including whitespace mapping across business units, products, geographies, and stakeholder groups.
- Complex Sales Leadership: Navigate multi-stakeholder, compliance-heavy, and complex deal cycles with strong consultative selling skills.
- Retention & Value Delivery: Build trusted relationships at CXO and Principal leadership levels; ensure customer success and long-term retention.
- Team & Culture Fit: Contribute to team performance and culture; act as a role model for younger team members with potential to lead.
- Enterprise Mindset: Stay focused on large-ticket, long-cycle enterprise roles; avoid short-term or transactional sales approaches.
- Risk Identification & Escalation Management: Anticipate account risks (commercial, delivery, relationship, competition, policy changes) and drive mitigation plans early.
- Competitive Strategy in Named Accounts: Track competitive presence, pricing movements, and replacement opportunities; build counter-strategies to defend and expand wallet share.
- Internal Leadership Without Authority: Mentor junior KAMs/CSMs on enterprise account strategy, deal reviews, and stakeholder management; raise team capability through example.
- Forecasting & Pipeline Hygiene: Maintain high-quality forecasting and stage discipline for strategic deals with clear next steps, close plans, and risk-weighted projections.
- Voice of Customer to Product: Synthesize enterprise customer patterns and influence roadmap prioritization with high-leverage market feedback.
- Board/Leadership Readiness: Prepare account narratives, growth updates, and strategic risks/opportunities for internal leadership reviews.
Desired Skills
- 10-13 years of experience
- BFSI domain expertise across Banks, NBFCs, Insurance, and Brokerages.
- Strong commercial acumen in structuring and negotiating high-value deals.
- Proven ability to manage multiple Principal stakeholders (CXOs, Risk, IT, Compliance).
- Strategic thinker with hands-on execution ability.
- Strong communication, presentation, and problem-solving skills.
