Enterprise Account Manager

Role Responsibilities

• Develop and execute a comprehensive sales and business development strategy aligned with company goals.
• Conduct thorough market research to identify new target markets and customer segments.
• Generate qualified leads through prospecting, networking, and cold calling.
• Develop strong relationships with potential clients, understanding their needs and pain points.
• Craft compelling sales presentations that effectively communicate the value proposition of our services.
• Negotiate and close deals, ensuring adherence to company pricing and other terms.
• Track and analyse sales performance metrics, identifying areas for improvement.
• Collaborate with other departments to develop and execute effective sales campaigns.
• Stay abreast of industry trends and competitor activity.

Key Skills & Competencies

• Enterprise Sales / B2B Solution Selling
• New Business Development & Hunting (New Logo Acquisition)
• Account Mapping and Stakeholder Management
• Lead Generation, Prospecting & Cold Calling
• Consultative Selling and Solution Presentation
• Negotiation and Deal Closure
• Relationship Management with CXOs, L&D Leaders, HR and Business Heads
• Sales Pipeline Management and Forecasting
• Market Research and Competitive Analysis
• Excellent Communication, Presentation and Convincing Skills
• Understanding of Enterprise Technologies such as Cloud, Cyber Security, AI/ML, Data Science, DevOps, Digital Transformation, etc.
• CRM tools (Salesforce, HubSpot, Zoho CRM or equivalent)

Education Qualification & Certification

• Bachelors degree in engineering, Computer Science, Information Technology, Business Administration, or a related discipline.
• Relevant certifications in Sales, Cloud Technologies, or Enterprise Solutions will be an added advantage.
• Preferred Qualifications:

- B.E./B.Tech

- BCA/B.Sc. (Computer Science/IT)

- MCA/M.Tech

- MBA (Marketing/Sales) will be an added advantage.

Experience Range

• 5–10 years of experience in B2B Enterprise Sales, with at least 5 years in selling Technical Training, Learning Solutions, IT Training, EdTech, or Technology Solutions.

Key experience overview:-

• Proven experience in new business development (Hunter role) and new logo acquisition.
• Demonstrated success in managing the complete sales cycle, including prospecting, lead generation, solution selling, negotiation, and deal closure.
• Strong understanding of enterprise technology domains such as Cloud, Cyber Security, AI/ML, Data Science, DevOps, and Digital Transformation.
• Excellent stakeholder management skills with the ability to engage and influence CXOs, L&D Heads, HR Leaders, IT Heads, and Business Leaders.
• Strong network and relationships within GCCs, MNCs, GSIs, and Fortune 500 organizations.
• Consistent track record of achieving or exceeding sales and revenue targets.

Industry / Geographical Exposure-

• Experience in selling to the Domestic / Indian Enterprise Market.
• Exposure to industries such as IT/ITES, BFSI, Manufacturing, Retail, Telecom, Healthcare, and Consulting will be preferred.

Top Clients handled / acquired)

• Global Capability Centers (GCCs)
• Multinational Corporations (MNCs)
• Global System Integrators (GSIs)
• Fortune 500 Companies
• Large Enterprises