Key Account Manager – IT Staffing

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.