Key Account Manager - IT Staffing

SharpAtoms · India

Role: Key Account Manager – IT Staffing (Business Development Lead)

Location: Hybrid - Hyderabad

Experience Level: 5–9 Years

Domain: IT Staffing / Contingent Workforce / GCCs & Tech Enterprise

Role Overview

We are looking for an ambitious, sales-focused Key Account Manager (KAM) – IT Staffing to lead our client acquisition efforts in India. This role is primarily focused on hunting and onboarding new enterprise, mid-market, and GCC (Global Capability Center) clients.

You will act as the tip of the spear—identifying net-new business opportunities, pitching our IT staffing and contingent workforce solutions, closing MSAs, and rapidly scaling requisition volume before taking them into long-term account management.

Key Responsibilities

1. Aggressive Business Development & Client Onboarding (70%)

• Target Acquisition: Identify, map, and pursue potential enterprise clients, Global Capability Centers (GCCs), product firms, and large IT service providers across India.
• Executive Pitching: Connect with C-suite executives, VPs of Engineering/Delivery, HR Heads, and TA Directors to pitch IT contract staffing, contract-to-hire (CTH), and niche tech hiring solutions.
• Deal Structuring & MSAs: Own the entire sales cycle—from cold outreach and initial presentation to commercial negotiation, rate-card finalization, and signing Master Service Agreements (MSAs).
• Launch & First-Order Fulfillment: Ensure smooth onboarding for newly acquired clients, driving immediate requisition intake and working with delivery teams to ensure quick initial wins.

2. Account Scaling & Strategic Management (20%)

• Account Mining: Once onboarded, expand presence within newly won accounts by cross-selling into different technology towers, projects, and business units.
• Relationship Nurturing: Maintain senior-level stakeholder relationships to secure exclusive hiring mandates, recurring pipelines, and preferred vendor (VMS/MSP) status.
• Client Reviews: Conduct Quarterly Business Reviews (QBRs) and operational check-ins to monitor SLAs, client satisfaction, and contract renewals.

3. P&L & Operational Alignment (10%)

• Margin Optimization: Ensure target gross margins across all negotiated contracts and placements.
• Delivery Alignment: Work closely with the recruitment delivery leadership to clearly brief them on client expectations, culture, and urgent tech stacks.
• Pipeline Forecasting: Maintain a rigorous pipeline in the CRM, tracking conversion rates, active MSAs, and monthly revenue targets.

Key Performance Indicators (KPIs)

• Number of new enterprise IT clients onboarded per month.
• Number of active, revenue-generating MSAs signed per month.
• Gross margin percentage on newly won contracts.
• Initial requisition volume generated within 30 days of client onboarding.

Required Qualifications & Skills

• Experience: 5–9 years in IT Staffing Sales / Business Development within the Indian IT market.
• Proven Hunter Mentality: Demonstrated track record of independently opening net-new enterprise or GCC accounts.
• Domain Expertise: Thorough understanding of the Indian IT talent landscape, contract staffing models, rate structures, and high-demand tech stacks (Cloud, DevOps, Full-Stack, Data/AI, Cybersecurity).
• Strong Network: Existing network of TA Heads, HR Directors, and Engineering Leaders across top Indian tech hubs.
• Commercial Acumen: Expertise in MSA terms, SLA design, credit period negotiations, and gross margin management.
• Communication: Exceptional presentation, pitching, and executive-level negotiation skills.

Benefits & Compensation

• Fixed salary + high-upside uncapped incentive structure tied directly to new client acquisition and gross margins.
• Accelerated career path toward Regional Sales Leadership.
• Flexible/hybrid work arrangement.