Account Manager - Enterprise cloud - Farming

About Rapyder Cloud Solutions

Rapyder Cloud Solutions is an AWS Premier Tier Services Partner helping enterprises accelerate their cloud transformation journey. We specialize in Cloud Migration & Modernization, Managed Services, Data & AI, DevOps, FinOps, Cloud Security, and Digital Workplace solutions. With 450+ customers, 5,000+ workloads migrated, and 200+ AWS certifications, we enable organizations to innovate securely and scale efficiently.

Role Overview

We are looking for a customer-focused Key Account Manager (Farming) to manage and grow a portfolio of strategic enterprise accounts. The role focuses on driving revenue growth through account expansion, cross-selling, upselling, renewals, and building long-term CXO relationships. The ideal candidate should have experience managing enterprise customers in the Cloud, IT Infrastructure, Managed Services, or Digital Transformation space.

Key Responsibilities

Strategic Account Management

• Own and manage a portfolio of assigned enterprise accounts.
  
• Develop and execute strategic account plans aligned with customer business objectives.
  
• Build long-term relationships with CXOs, IT leaders, procurement teams, and business stakeholders.
  
• Act as the primary point of contact for customer engagement and satisfaction.
  

Revenue Growth & Account Expansion

• Identify opportunities for cross-selling and upselling across cloud services, managed services, security, data & AI, DevOps, FinOps, and modernization offerings.
  
• Drive renewals, contract expansions, and multi-year service engagements.
  
• Increase wallet share within existing accounts while maintaining high customer retention.
  
• Meet and exceed quarterly and annual revenue targets.
  

Customer Success & Business Reviews

• Conduct regular business reviews with customers to showcase delivered value.
  
• Ensure successful adoption of Rapyder's cloud solutions and managed services.
  
• Collaborate with delivery, customer success, and technical teams to resolve customer concerns proactively.
  
• Monitor customer health and identify risks to renewals or business growth.
  

Pipeline & Forecast Management

• Build and maintain a healthy pipeline from existing accounts.
  
• Track opportunities through CRM and maintain accurate forecasting.
  
• Drive opportunity progression from qualification to closure.
  
• Prepare account reports, forecasts, and growth plans for leadership.
  

Collaboration & Partner Engagement

• Collaborate with Solution Architects, Pre-Sales, Delivery, Marketing, and Partner teams to deliver integrated solutions.
  
• Participate in customer workshops, executive meetings, and strategic planning sessions.
  

Required Skills & Experience

• 10–12 years of experience in Enterprise Account Management or Key Account Management.
  
• Proven experience managing and growing enterprise accounts within Cloud, IT Infrastructure, Managed Services, Cybersecurity, or Digital Transformation.
  
• Strong understanding of AWS, Azure, or Google Cloud offerings.
  
• Experience selling Managed Services, Cloud Migration, Modernization, Security, DevOps, Data & AI, or Infrastructure solutions.
  
• Strong consultative selling and relationship management skills.
  
• Excellent negotiation, presentation, and stakeholder management capabilities.
  
• Experience engaging with CIOs, CTOs, CISOs, and other senior business leaders.
  
• Proficiency in CRM platforms such as Salesforce, Zoho, HubSpot, or Microsoft Dynamics.
  
• Bachelor's degree in Engineering, Business, or a related discipline. MBA is preferred.
  

Preferred Experience

• Experience working with AWS or other hyperscaler partner ecosystems.
  
• Knowledge of enterprise cloud transformation programs.
  
• Exposure to large enterprise accounts across BFSI, Manufacturing, Retail, Healthcare, IT/ITES, Telecom, or Public Sector.
  
• Experience handling multi-crore managed services or cloud transformation engagements.
  

Key Performance Indicators (KPIs)

• Revenue growth from existing accounts.
  
• Cross-sell and upsell achievement.
  
• Renewal and retention rates.
  
• Customer satisfaction and relationship health.
  
• Pipeline generation and forecast accuracy.
  
• Strategic account growth and wallet share expansion.
  

Why Join Rapyder?

• Work with one of India's leading cloud transformation partners.
  
• Opportunity to engage with enterprise customers and drive strategic cloud adoption.
  
• Exposure to AWS, Azure, Google Cloud, AI, Security, DevOps, and Managed Services.
  
• Collaborative, high-performance culture recognized as a Great Place to Work®.
  
• Strong learning environment with access to cloud certifications and career growth opportunities.