Key Account Manager (Commercial & Growth)

Job Title: Key Account Manager (Commercial & Growth)

Department: Account Management / Client Success & Sales

Location: Jaipur, Rajasthan

Employment Type: Full-time

Job Overview We are looking for a commercially driven, tech-savvy Key Account Manager (KAM) to own and grow our relationships with existing B2B corporate clients across India. Your primary goal is twofold: ensuring 100% account retention (managing renewals) and actively driving revenue growth (up-selling and cross-selling) within your assigned portfolio. The ideal candidate understands that account management is an extension of sales. You will build deep relationships with existing CTOs, CIOs, and business owners, understand their expanding business needs, and strategically pitch additional Microsoft 365/Google Workspace advanced licensing tiers, Azure/AWS cloud migrations, or comprehensive Managed IT Services (MSP) frameworks. Key Responsibilities

• Account Farming & Cross-Selling: Actively audit assigned corporate accounts to uncover upsell opportunities (e.g., upgrading a client from M365 Business Standard to Business Premium) and cross-sell core MSP services (such as endpoint security, cloud backup, and helpdesk support).
• Commercial Renewal Management: Own the end-to-end subscription renewal pipeline for Microsoft 365 and Google Workspace. Negotiate contract extensions, handle annual price revisions, and defend accounts against competitor poaching.
• Strategic Relationship Management: Maintain regular touchpoints (Quarterly Business Reviews - QBRs) with key decision-makers, IT heads, and promoters to map out their business growth and align our IT roadmaps with their expansion plans.
• Revenue Quota Ownership: Carry a net-revenue retention (NRR) and expansion quota. Turn relationship equity into measurable revenue growth month-on-month.
• Churn Mitigation & Problem Solving: Act as the strategic escalation point for critical client challenges. Collaborate with the internal technical support and MSP engineering teams to resolve infrastructure bottlenecks before they impact contract renewals.
• CRM & Pipeline Tracking: Systematically document all client communications, upcoming renewals, upsell pipelines, and health scores within our in-house CRM.

Required Skills & Experience

• Experience: 3 to 6 years of experience in Key Account Management, Client Success (with commercial quotas), or Corporate Account Farmingspecifically within the Indian IT services, Cloud licensing, or MSP domain.
• Cloud Ecosystem Fluency: Deep commercial and basic technical knowledge of Microsoft 365 licensing paths (E3/E5 upgrades, security add-ons), Google Workspace plans, and the financial benefits of outsourced IT infrastructure (MSP).
• The "Sales Flavour" Mindset: A proven track record of growing an existing book of business. You should be highly comfortable pitching new solutions, handling commercial objections, and negotiating pricing structures.
• Exceptional Executive Communication: Elite verbal and written English communication skills. You must be capable of presenting complex IT roadmaps directly to C-level executives (CTOs, CIOs, CFOs).
• Analytical Approach: Strong capability to analyze usage data (e.g., tracking unassigned M365 licenses) to advise clients on optimization while pitching higher-value security features.

What We Offer

• Competitive fixed salary matching industry standards.
• An attractive expansion and renewal incentive structure (commissions on cross-sells and upsells).
• Direct collaboration with leadership to shape the client retention and growth strategy.