Sales Account Manager (Digital IT and Engineering Solutions)

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 Private Enterprise, GIC / GCC (Global Innovative / Captive Centers) accounts. This role requires a deep understanding of enterprise client needs, especially in the Digital IT services and Engineering & Embedded solutions consulting,

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 a portfolio of Private Enterprise, GIC/GCC 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 GIC 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

Educational qualification:

Preferred Qualifications

• Bachelor’s degree in Engineering or MCA
• MBA or equivalent is a plus

Required Skills & Qualifications

• Experience: 7–12 years in direct enterprise IT sales, account management, or client success roles—preferably in IT services, consulting, or SaaS companies.
• GIC/GCC Experience: Prior experience managing or selling to GICs/GCCs or captive centers will be preferred.
• 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.