Enterprise account manager

Role Responsibilities

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

Key Skills & Competencies

Enterprise Sales / B2 B Solution Selling New Business Development & Hunting (New Logo Acquisition) Account Mapping and Stakeholder Management Lead Generation, Prospecting & Cold Calling Consultative Selling and Solution Presentation Negotiation and Deal Closure Relationship Management with CXOs, L& D Leaders, HR and Business Heads Sales Pipeline Management and Forecasting Market Research and Competitive Analysis Excellent Communication, Presentation and Convincing Skills Understanding of Enterprise Technologies such as Cloud, Cyber Security, AI/ML, Data Science, Dev Ops, Digital Transformation, etc. CRM tools (Salesforce, Hub Spot, Zoho CRM or equivalent)

Education Qualification & Certification

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

- B. E./B. Tech

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

- MCA/M. Tech

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

Experience Range

5–10 years of experience in B2 B Enterprise Sales, with at least 5 years in selling Technical Training, Learning Solutions, IT Training, Ed Tech, or Technology Solutions.

Key experience overview:-

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

Industry / Geographical Exposure-

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

Top Clients handled / acquired)

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