Company Description
Exponentia.ai is a fast-growing AI-first technology services company, partnering with enterprises to shape and accelerate their journey to AI maturity. With a presence across the US, UK, UAE, India, and Singapore, we bring together deep domain knowledge, cloud-scale engineering, and cutting-edge artificial intelligence to help our clients transform into agile, insight-driven organizations. We are proud partners with global technology leaders such as Databricks, Microsoft, AWS, and Qlik, and have been consistently recognized for innovation, delivery excellence, and trusted advisories.
Role Description
We are looking for a high-impact Account Manager to lead our growth in the BFSI sector. This is a dual focus role requiring a balance of Account Farming (growing existing relationships) and New Business Hunting (acquiring new logos). You will be the bridge between our Data & AI capabilities and the strategic needs of BFSI CXOs. A critical success factor for this role is your ability to leverage our OEM Partnerships (Microsoft, Databricks, Qlik, AWS) to generate pipeline through co-selling and alliance networking.
Key Responsibilities
- Account Farming (Existing Customer Growth):
- Revenue Ownership: Own assigned BFSI accounts, ensuring quarterly revenue targets are met.
- Strategic Account Mapping: Map the client organization (CIO, CDO, Head of Claims/Underwriting) to identify white spaces.
- Use Case Discovery: Proactively identify opportunities to cross-sell Data Engineering, GenAI, and Analytics solutions.
- Client Retention: conduct Quarterly Business Reviews (QBRs) to demonstrate value and ensure high client satisfaction (CSAT).
- Business Development (Hunting):
- New Logo Acquisition: aggressively hunt for new BFSI logos in the region.
- Campaign Execution: Lead rigorous outbound campaigns (email, LinkedIn, cold outreach) targeting key decision-makers in the BFSI space.
- Pitching Value: Articulate Exponentia's unique value proposition in the Modern Data Stack and Agentic AI space to prospective clients.
- OEM & Alliance Management:
- Co-Sell Strategy: Build strong personal relationships with Account Executives (AEs) and Partner Development Managers (PDMs) at Microsoft, Databricks, Qlik, and AWS.
- Lead Extraction: Systematically extract leads from OEM partners by mapping Exponentia's capabilities to their specific territory gaps.
- Alliance Cadence: Maintain a regular cadence with OEM teams to ensure Exponentia is top-of mind for their deal registrations and partner-led opportunities.
- Reporting, MIS & CRM Hygiene:
- CRM Discipline: Maintain 100% data accuracy in the CRM system. Ensure all leads, opportunities, deal stages, and client interactions are logged in real-time.
- Sales Forecasting: Provide accurate weekly and monthly revenue forecasts to leadership to support resource planning and financial projections.
- MIS Reporting: Prepare and present detailed Weekly/Monthly Sales Reports (MIS), tracking KPIs such as Pipeline Velocity, Conversion Rates, Campaign Effectiveness, and OEM contribution to pipeline.
- Market Intelligence: Document competitor activities, pricing trends, and market feedback within the CRM to inform strategic decision-making.
Ideal Candidate
- Education: Bachelor's in Engineering (B.E./B.Tech) + MBA is mandatory to ensure both technical grasp and business acumen.
- Experience: 3–10 years of experience in IT Services Sales or Account Management.
- Industry Focus: Prior experience selling into the Insurance or BFSI sector is a significant advantage.
- Tech Savvy: Strong understanding of the Data & AI landscape (Cloud Data Lakes, BI, GenAI). Understanding what Databricks, Microsoft Fabric, Qlik capabilities.
- Alliance DNA: Proven track record of working with OEMs (Qlik/Microsoft/AWS/etc.) to source deals. You should already know how the Co-sell motion works.
- Hunter Mentality: Demonstrated history of breaking into new accounts and exceeding sales quotas.
