Enterprise Account Manager

Role Responsibilities

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

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

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

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

- MCA/M.Tech

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

Experience Range

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• 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.
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Key experience overview:-

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

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

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