Manager - Enterprise Sales & Key Accounts - IT Services

Job Purpose:

The role is responsible for driving enterprise business growth through strategic partnerships, client acquisition, and key account management for AI-Native Engineering solutions of TheNineHertz.

The incumbent will focus on generating new business opportunities, building long-term enterprise relationships, and strengthening strategic alliances to expand the company's presence in the AI and digital transformation domain.

The role requires strong expertise in enterprise sales, stakeholder management, and consultative solution selling while collaborating closely with internal delivery, product, and leadership teams to achieve revenue and growth objectives.

Candidates with Product Management experience and exposure to AI-driven products/solutions will also be considered suitable for the role.

Role and Responsibilities:

- Build trusted C-level and senior stakeholder relationships and execute structured account plans for long-term growth.

- Manage accounts of >250K USD ARR.

- Build, qualify, and close a healthy pipeline across named-accounts on our AI-driven IT services with predictable forecasting.

- Conduct regular MBRs and QBRs with customer stakeholders, with involvement of internal leadership in QBRs.

- Translate business problems into value-driven solutions aligned with our end-to-end offerings across Web, Mobile, Software Engineering, Data & AI, and Agentic AI.

- Acquire new enterprise customers and grow existing accounts through cross-sell, upsell, commercial negotiations and multi-phase program conversions.

- Provide continuous feedback on customer needs, AI adoption trends, and competitive landscape to refine GTM strategy.

- Demonstrate understanding of account economics, including Gross Margin optimization, profitability management, recurring revenue models, forecasting, and commercial performance tracking.

Qualifications and Experience:

- MBA or PGDM from reputed institutes preferred.

- 5 - 10 years of experience in Enterprise Sales and Key Account Management.

- Experience in AI, SaaS, digital transformation, or software services companies required.

- Strong understanding of AI-led solutions, enterprise technology services, and consultative selling approaches.

- Strong client interaction experience especially with US and European clients.

Skills:

- Strong enterprise sales and account management expertise in IT Services, SaaS, or AI domain.

- Excellent negotiation, stakeholder management, and communication skills.

- Proven track record of closing high-value B2B deals.

- Strategic thinking with strong business acumen and growth mindset.

- Ability to build and maintain CXO-level relationships.

- Strong analytical and problem-solving skills with market-oriented thinking.