KEY ACCOUNT MANAGER

Business OverviewThe role is part of the enterprise sales function within a leading Skills & Talent Development organization such as NIIT Limited, focused on delivering IT education, corporate training, and consulting-led learning solutions to B2B clients across industries. The business partners with large enterprises to drive workforce transformation through customized learning and capability development solutions.Job OverviewThe Key Account Manager (KAM) is responsible for managing, nurturing, and expanding relationships with a defined portfolio of strategic accounts while also acquiring new enterprise customers within the assigned geography. The role focuses on value-based and consultative selling of IT education and training solutions to large B2B clients. Success in this position is measured by sustained revenue growth, profitability, customer retention, and strategic account expansion. The KAM plays a critical role in driving long-term client partnerships and contributing to the organization’s overall revenue and margin objectives.Key Responsibilities (In Order of Importance)Strategic Account Growth & Revenue OwnershipOwn and drive revenue from the entire set of defined strategic accounts across India.Ensure achievement of revenue, order intake, collection, and margin targets.Customer Strategy & Account PlanningDevelop comprehensive account plans aligned with client business goals.Identify white spaces and cross-sell/up-sell opportunities.Consultative & Value-Based SellingDeeply assess customer needs and create customized solutions through clearly articulated value propositions that enable measurable business improvement.Lead large and complex business development initiatives end-to-end.New Business DevelopmentIdentify and convert new enterprise prospects into long-term customers within the geographic zone.Commercial & Contract ManagementNegotiate commercials, ensure favorable margins, and manage contract lifecycle.Customer Relationship & Stakeholder ManagementBuild C-level and senior stakeholder relationships.Drive customer satisfaction measurement and feedback management.Sales Enablement & Marketing CollaborationSupport and implement sales and marketing campaigns targeted at enterprise accounts.People & Partner CollaborationWork effectively in a matrixed environment across delivery, pre-sales, and regional teams.Manage partner relationships where applicable.Experience Required15+ years of successful B2B sales experience with a proven track record in consulting/advisory/value-based selling.Minimum 10+ years in IT Education / Corporate Training sales to B2B clients.Demonstrated experience in generating 2+ Crore annual revenue per strategic account.Experience managing complex, multi-location enterprise accounts across India.Key Result Areas (KRAs)Revenue AchievementOrder IntakeCollectionsGross MarginEBITDACustomer Retention & Expansion RatioStrategic Account PenetrationEducational QualificationPreferably MBA (Marketing / Sales / Business Management)Skills & CompetenciesDomain & Technical SkillsAbility to navigate VUCA environments with a strong problem-solving mindsetProven new business development capability within enterprise accountsStrong executive selling skills and C-suite engagement experienceExpertise in managing and negotiating large, complex dealsExperience in IT Education / Training / Consulting solutions sellingAbility to develop strategic and tactical go-to-market plansCompetitive intelligence tracking and market awarenessExperience working in matrixed organizationsStrong commercial acumen and margin orientationCustomer satisfaction measurement and managementBehavioral & Soft SkillsExcellent English communication skillsStrong negotiation and presentation skillsHigh networking capabilityConflict management skillsSelf-driven with strong prioritization abilities

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