Location: Ahmedabad (Actowiz HQ) – Requires Regular Travel
Experience: 5–8 Years
Department: Sales
Reporting to: Head of Sales / CEO
Role Objective
The Senior Strategic Revenue & Account Manager is the commercial engine for all existing business at Actowiz. Unlike a Project Manager who handles technical delivery, you are the
Business Lead who handles the client's wallet, their emotional sentiment, and their long-term growth. After onboarding, you will immediately take over accounts to ensure Actowiz captures 100% of the potential revenue from every partnership.
Core Responsibilities
- Revenue Growth & Account Mining (Primary Mandate)
- Upselling & Cross-selling: Analyze current data consumption and pitch higher frequency, larger volumes, or new service lines (e.g., transitioning a client from scraping to automated data mapping or AI insights).
- Wallet Share Expansion: Identify and penetrate other departments within the same client organization to generate internal leads.
- Referral Engine: Systematically secure warm introductions from existing happy clients to new potential business partners.
- Advocacy & Social Proof: Be responsible for the extraction of success—securing high-impact video testimonials, written case studies, and positive reviews (Clutch/G2).
- Strategic Relationship Management & Travel
- Quarterly Business Reviews (QBRs): Own the quarterly schedule. You will travel to meet key stakeholders face-to-face to discuss their business roadmap and align Actowiz services with their future goals.
- Sentiment Ownership: While the PM fixes bugs, you manage the client's brand trust. You are the calm head during escalations, ensuring a minor technical glitch doesn't lead to a major relationship break.
- Post-Onboarding Handover: Coordinate with the Hunter sales team to smoothly take over new accounts every month, ensuring no loss of momentum during the transition to BAU (Business As Usual).
- Delivery Coordination & Scope Advocacy
- Experience Liaison: Act as the high-level bridge between the client and the PM/Delivery teams. You ensure the client feels successful, even if the technical journey is complex.
- Scope Compliance: Protect Actowiz's resources by ensuring the client does not push for work beyond the agreed Project Scope Document (PSD) without a commercial upsell.
- Financial Operations & Debt Management
- Invoice Generation: Ownership of the full billing cycle for existing customers. You will generate accurate invoices based on contract milestones or usage.
- Collections Lead: Maintain zero aging on Accounts Receivable (AR). Leverage your strong relationships to ensure Actowiz is paid on time, handling billing disputes with diplomacy and firmness.
Candidate Requirements
- Experience: 5-8 years in Account Management or Customer Success within the IT Services or Data industry.
- Communication: Elite negotiation and boardroom presentation skills. You must be comfortable presenting ROI data to C-suite executives.
- Business Acumen: Ability to understand a client's P&L and suggest data solutions that improve their bottom line.
- Willingness to Travel: Ability to travel quarterly (nationally/internationally) for strategic face-to-face meetings.
Key Performance Indicators (KPIs)
- Net Revenue Retention (NRR): % growth of existing accounts.
- Upsell Revenue: Total INR/USD value of new business from old clients.
- Collection Timeline: Average number of days to receive payment (DSO).
- Customer Advocacy: Number of testimonials/referrals secured per quarter.
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