KEY RESPONSIBILITIES
Account Planning & Stakeholder Mapping
- Develop and own a comprehensive account plan mapping the full stakeholder ecosystem, identifying opportunities across business units, and working with AWS Account Manager counterparts to increase engagement and joint coverage
- Identify teams, business units, and decision-makers not yet engaged with Zarthi and build a structured outreach plan to systematically close those gaps
- Maintain accurate and up-to-date account plans, stakeholder maps, pipeline data, and forecast inputs in CRM with regular reporting cadence to the Sales Head
Executive & Stakeholder Relationship Management
- Build and nurture relationships with C-level executives, Engineering Heads, Delivery Leaders, Infrastructure Heads, and Practice Heads within the account
- Position Zarthi as a long-term strategic partner not just a vendor in the account's internal cloud and technology agenda
- Drive structured executive engagement through Quarterly Business Reviews (QBRs), executive briefings, and senior leadership connects
Revenue Growth & Account Expansion
- Grow AWS consumption (ACR) across existing teams by identifying new workloads, migration opportunities, and consumption expansion plays
- Identify and convert upsell and cross-sell opportunities proactively bringing Zarthi's 25+ practice areas into conversations where the account is currently buying from competitors
- Engage Zarthi's delivery and technical teams early in the sales cycle to shape solutions, respond to opportunities, and ensure Zarthi is positioned before competitors establish a foothold
AWS Enablement & Alliance Collaboration
- Collaborate closely with Zarthi's Alliance Manager to stay current on AWS service launches, partner programs, and incentives and translate these into timely, relevant conversations within the account
- Work with AWS field teams and Account Manager counterparts to drive co-sell opportunities, joint account planning, and coordinated engagement across the account
Account Engagement & Immersion
- Design and execute high-impact engagement activities within the account immersion days, technology workshops, lunch & learns, and capability showcases that demonstrate Zarthi's full breadth
- Ensure the account is continuously informed about Zarthi's evolving service capabilities and relevant AWS innovations proactively, not reactively
- Maintain a consistent engagement cadence across stakeholder levels working sessions with teams, monthly reviews with leads, and quarterly strategic sessions with senior leadership
WHAT YOU BRING
Must-Have
- 5+ years of experience in strategic account management, enterprise sales, or key account roles with a demonstrable track record of growing large, complex accounts
- Prior experience working at a Tier-1 IT services company such as Wipro, HCL Technologies, Tech Mahindra, Infosys, or equivalent you understand how large IT organisations are structured, how decisions are made, and how to navigate them
- Proven ability to navigate and build relationships across multi-stakeholder, multi-team enterprise environments from team leads to C-suite
- Hunter mindset within an account proactive, persistent, and skilled at identifying and converting opportunities that others miss
- Comfort with long sales cycles prior experience nurturing accounts and opportunities over 56 months or more before they materialise, without losing momentum or focus
- Working knowledge of AWS services across compute, storage, databases, analytics, AI/ML, and GenAI and the ability to position these credibly to internal enterprise technology stakeholders
- Strong communication and executive presence equally effective presenting to a CTO and working through the details with an engineering team lead
