Sales/Account Management - Digital IT and Engineering Solutions - IT Services

Job Description:

Position Title: Sales / Account Management (Digital IT and Engineering Solutions)

Location: Delhi - NCR

Role Overview:

We are looking for an experienced and relationship-driven Sales Executive to manage and grow existing accounts as well as hunt new logos in the enterprise accounts, including some Govt./PSU accounts. This role requires a deep understanding of enterprise client needs, especially in the Digital IT services and Engineering and Embedded solutions consulting. Experience in Govt./PSU accounts will be an added advantage. You will act as a trusted advisor to enterprise stakeholders, driving account expansion through cross-selling, upselling, and value-based engagement.

Key Responsibilities:

- Account Ownership: Manage enterprise accounts and Govt./PSU accounts, ensuring strong relationships with key stakeholders including CXOs, delivery heads, procurement, and IT leadership.

- Revenue Growth: Identify and execute upsell and cross-sell opportunities across business units and geographies within each account.

- Customer Success: Maintain high customer satisfaction by ensuring smooth delivery, resolving issues, and aligning solutions with business outcomes.

- Relationship Management: Build multi-threaded relationships within each account, focusing on strategic engagement and long-term value creation.

- Collaboration: Work closely with delivery, pre-sales, solution architects, and marketing teams to create compelling proposals and presentations.

- Account Planning: Create and maintain strategic account plans with clear goals, stakeholder maps, and revenue forecasts.

- Governance and Reviews: Lead regular QBRs (Quarterly Business Reviews) and executive briefings with clients.

- Market Insight: Stay current on market trends, challenges, and shifts in outsourcing or capability center strategies.

Key Success Metrics:

- Revenue growth (YoY) within assigned GIC accounts

- Customer satisfaction (CSAT/NPS)

- Expansion of footprint (number of business units served)

- Account retention and renewal rates

- Number of successful upsell/cross-sell deals

Why Join Us?:

- Opportunity to work with Fortune 500 GICs across global markets

- Influence the digital transformation journeys of world-class enterprises

- Collaborative and growth-driven work culture

- Competitive compensation and career progression opportunities

Qualifications:

Preferred Qualifications:

- Bachelor's degree in Engineering or MCA

- MBA or equivalent is a plus

Required Skills & Qualifications:

- Experience: 10 - 15 years in direct enterprise sales, account management, or client success roles, preferably in IT services, consulting, or SaaS companies.

- Govt/PSU Experience: Prior experience managing or selling to Govt./PSU will be an added advantage.

- Stakeholder Engagement: Proven ability to build trust with senior executives and influence decision-makers.

- Sales Acumen: Strong knowledge of sales processes, account farming techniques, and strategic account management.

- Analytical Thinking: Ability to identify growth areas through data analysis and customer insight.

- Communication: Excellent verbal, written, and presentation skills.

- Tools: Familiarity with CRM platforms, MS Office, and virtual sales collaboration tools.

Additional Information:

- Role: IT Services Sales (Enterprise Accounts) - North region

- Location: Delhi - NCR