Key Account Manager

About Us:

Solinas, a deep-tech startup incubated at IIT Madras, is India's pioneering asset management venture

transforming the water and sanitation sector. Recognized and commended by Prime Minister Narendra

Modi, Solinas is on a mission to tackle pressing challenges such as manual scavenging, water

accessibility, and the prevention of floods and sewer overflows. At the core of our vision lies a

commitment to developing homegrown, affordable robotics and AI solutions for pipeline inspections,

manhole and septic tank cleaning, and underground asset management.

Since 2018, we have transformed operations across 30+ cities, earning accolades such as Best On-

Campus Startup by the Economic Times, an appearance on Shark Tank India, and partnerships with

industry leaders like Ashirvad Pipes and The/Nudge Institute. On the global stage, Solinas has been

named Best Southeast Asian Startup by Imagine H2O — a testament to our innovation, impact, and

purpose-driven growth.

About The Role:

The Account Manager – Government Business will be responsible for managing and growing

relationships with government customers across South India. The role focuses on ensuring successful

project delivery, operational monitoring, collections, customer satisfaction, contract renewals, and

identifying opportunities to cross-sell and upsell Solinas' product and software portfolio.

Key Responsibilities

1. Customer Relationship Management

a. Serve as the primary point of contact for Municipal Corporations, Water Boards,

Sewerage Boards, and other government utility customers, ensuring strong engagement

and smooth coordination across all ongoing projects and commercial activities.

b. Build and maintain long-term relationships with key stakeholders, including Engineers,

Executive Engineers, Superintending Engineers, Chief Engineers, Commissioners, and

Board officials, to strengthen Solinas' presence and drive customer success.

c. Conduct regular customer review meetings to track project performance, address

operational challenges, communicate value delivered, and identify opportunities for

contract renewals and business expansion.

d. Monitor customer satisfaction and overall account health, proactively resolving issues

and coordinating with internal teams to ensure successful project outcomes and long-

term customer retention.

2. Operations & Project Monitoring

a. Monitor ongoing O&M contracts and service delivery performance against agreed SLAs,

ensuring high standards of execution and consistent customer satisfaction across all

deployed projects.

b. Coordinate closely with operations and field teams to ensure timely project execution,

effective resource deployment, and seamless resolution of operational challenges.

c. Maintain accurate records of project performance, customer interactions, and action

items, enabling effective account management and informed decision-making.

3. Revenue Growth & Account Expansion

a. Identify and develop opportunities for cross-selling and upselling Solinas' robotic

inspection, cleaning, software, AMC, and asset management solutions within existing

customer accounts, driving greater value for customers and increased account revenue.

b. Drive contract renewals, service extensions, and account expansion initiatives by building

strong customer relationships and demonstrating the long-term impact of Solinas'

solutions.

c. Develop and execute account growth plans with clear revenue targets, expansion

opportunities, and stakeholder engagement strategies to maximize customer lifetime

value.

4. Collections & Commercial Management

a. Own the collections process for assigned accounts by tracking invoices, following up on

payment approvals, and engaging with customer stakeholders to ensure timely

realization of receivables.

b. Work closely with the Finance team and customer representatives to drive collections,

resolve payment-related issues, and maintain healthy cash flow across accounts.

c. Monitor the commercial performance of key accounts, track outstanding receivables, and

proactively flag risks or deviations to ensure timely corrective actions.

5. Internal Coordination

a. Work closely with Business Development, Operations, Product, and Finance teams to

ensure a seamless customer experience, smooth account transitions, and successful

delivery of customer commitments.

b. Capture customer feedback, identify improvement opportunities, and maintain accurate

account documentation and CRM records to support long-term customer success and

business growth.

Required Skills & Qualifications

● Graduate or Postgraduate in Engineering, Business Administration, or a related field.

● 8 - 12 years of experience in Account Management, Key Account Management, Customer

Success, Government Sales, or Business Development.

● Prior experience working with or managing accounts for Municipal Corporations, Water Boards,

Sewerage Boards, Smart City or Government Infrastructure / Utility projects is strongly preferred.

● Strong relationship management, stakeholder engagement, and communication skills with the

ability to work effectively across government organizations and senior officials.

● Good understanding of government procurement processes, project execution, commercial

management, and account growth opportunities.

● Willingness to travel extensively across South India, with proficiency in English and Tamil

preferred.

Benefits

● Competitive Salary & Bonus: Market-aligned pay with performance-linked incentives.

● Be part of a high-growth, high-impact startup solving real-world infrastructure challenges at

scale.

● Health & Wellness: Comprehensive healthcare coverage and wellness support.

● Professional Growth: Access to learning and development opportunities with direct exposure to

leadership decision-making and deep insights into building and scaling a business.

● Collaborative Culture: Work in an innovative, mission-driven environment where your input

shapes the company's future.