Role Overview
We are looking for an experienced Account Manager with a strong background in IT Services and enterprise account management. The ideal candidate should have 10–15 years of overall experience, preferably having transitioned from a technical role into Account Management.
The role requires someone who can build trusted client relationships, drive account growth, identify mining opportunities, and collaborate with delivery teams to ensure customer success. Candidates with experience in Quality Engineering, Digital Engineering, Application Development, Cloud, or Enterprise IT Services will be preferred.
Key Responsibilities
- Own and manage multiple enterprise accounts, ensuring high levels of customer satisfaction and long-term business growth.
- Develop strong relationships with CXOs, Business Heads, Delivery Leaders, Procurement teams, and key customer stakeholders.
- Drive account mining, identify cross-sell and upsell opportunities, and expand existing customer engagements.
- Own account revenue, profitability, forecasting, and business growth targets.
- Develop and execute account growth plans aligned with customer business objectives.
- Work closely with Delivery, Pre-sales, Recruitment, and Leadership teams to ensure successful project execution and customer success.
- Identify new business opportunities across Quality Engineering, Digital Engineering, AI, Cloud, and Managed Services portfolios.
- Lead commercial discussions, contract renewals, pricing negotiations, and statement of work (SOW) discussions.
- Monitor account health, customer satisfaction, delivery performance, risks, and escalation management.
- Conduct regular executive business reviews (QBRs), governance meetings, and strategic account planning sessions.
- Maintain accurate pipeline, account forecasts, CRM updates, and revenue reports.
- Represent Test Yantra at customer meetings, industry events, and executive forums to strengthen strategic relationships.
Skills & Qualifications
- 10–15 years of overall experience in the IT Services industry.
- Proven experience in Account Management, Customer Success, Client Partner, or Business Development roles.
- Prior technical background with experience transitioning into customer-facing account management roles is highly preferred.
- Strong experience in account mining, revenue growth, cross-selling, and upselling within existing enterprise accounts.
- Experience managing large enterprise customers and multi-million-dollar accounts.
- Strong understanding of IT Services, Digital Transformation, Quality Engineering, Cloud, or Software Development services.
- Proven ability to engage and influence senior business and technology stakeholders.
- Excellent commercial acumen with experience in contract negotiations, renewals, and pricing discussions.
- Experience using CRM platforms such as Salesforce, HubSpot, Zoho CRM, or similar.
- Excellent communication, presentation, stakeholder management, and relationship-building skills.
Preferred Background
- Experience managing global customers across the India and Global market
- Background in Quality Engineering, Software Testing, Application Development, Cloud, Data, AI, or Digital Engineering Services.
- Experience working in global delivery models and collaborating with cross-functional teams.
- MBA or equivalent management qualification is an added advantage.
