Key Account Manager
Job Summary
The Key Account Manager is responsible for managing and expanding relationships with high-value strategic clients. This role acts as a primary bridge between executive leadership and technical teams to ensure IT solutions align with digital transformation goals. You will drive long-term account growth through strategic planning, upselling, and cross-selling initiatives.
Responsibilities
- Develop multi-year strategies for high-value clients
- Build C-suite level relationships
- Drive revenue growth via upselling and cross-selling
- Lead Executive Business Reviews (EBRs)
- Negotiate renewals and service contracts
Required Skills
- 10+ years of IT/Software sales experience
- Expertise in Cloud, Cybersecurity, and AI
- Strong CRM and data analytics proficiency
- Strategic planning and business mapping
- Executive-level communication and presentation
Job Details
Key Responsibilities
- Strategic Account Planning: Develop and execute multi-year account strategies for a portfolio of high-value clients (typically $500K–$2M+ ARR).
- Relationship Management: Build and maintain "C-suite" relationships (CTO, CIO, CISO) to understand their business pain points and long-term goals.
- Revenue Growth: Identify opportunities for upselling (e.g., moving from SaaS to Enterprise tier) and cross-selling (e.g., adding Cybersecurity or Cloud migration services).
- Technical Liaison: Collaborate with Product Managers, Solution Architects, and Customer Success teams to ensure the delivery of complex technical solutions.
- Executive Business Reviews (EBRs): Lead quarterly reviews to demonstrate ROI, present product roadmaps, and gather feedback on service performance.
- Contract Negotiation: Lead negotiations for renewals, service level agreements (SLAs), and pricing adjustments to ensure mutual profitability.
- Market Insight: Act as the "voice of the customer" internally, providing feedback to the product team on emerging tech trends like AI integration or edge computing needs.
Requirement
- Education: Bachelor’s degree in Business, IT, Computer Science, or a related field. MBA is a plus.
- Experience: 10+ years in Account Management or Enterprise Sales within the IT/Software sector.
- Tech Literacy: Deep understanding of Cloud (AWS/Azure), Cybersecurity, AI, and SaaS models.
- Strategic Thinking: Ability to map a client’s business goals to specific technical solutions.
- Communication: Exceptional presentation skills; ability to explain complex technical concepts to non-tech stakeholders.
- Tools: Proficiency in CRM software (Salesforce, HubSpot) and data analytics tools.