Job Description Role: Key Account Manager – IT Staffing (Business Development Lead)
n Location: Hybrid - Hyderabad
n Experience Level: 5–9 Years
n Domain: IT Staffing / Contingent Workforce / GCCs & Tech Enterprise
n Role Overview
n We are looking for an ambitious, sales-focused Key Account Manager (KAM) – IT Staffing to lead our client acquisition efforts in India. This role is primarily focused on hunting and onboarding recent enterprise, mid-market, and GCC (Global Capability Center) clients.
n You will act as the tip of the spear—identifying net-new business opportunities, pitching our IT staffing and contingent workforce solutions, closing MSAs, and rapidly scaling requisition volume before taking them into long-term account management.
n Key Responsibilities
n 1. Aggressive Business Development & Client Onboarding (70%)
n n Target Acquisition: Identify, map, and pursue potential enterprise clients, Global Capability Centers (GCCs), product firms, and large IT service providers across India.
n Executive Pitching: Connect with C-suite executives, VPs of Engineering/Delivery, HR Heads, and TA Directors to pitch IT contract staffing, contract-to-hire (CTH), and niche tech hiring solutions.
n Deal Structuring & MSAs: Own the entire sales cycle—from cold outreach and initial presentation to commercial negotiation, rate-card finalization, and signing Master Service Agreements (MSAs).
n Launch & First-Order Fulfillment: Ensure smooth onboarding for newly acquired clients, driving immediate requisition intake and working with delivery teams to ensure quick initial wins.
n n 2. Account Scaling & Strategic Management (20%)
n n Account Mining: Once onboarded, expand presence within newly won accounts by cross-selling into different technology towers, projects, and business units.
n Relationship Nurturing: Maintain senior-level stakeholder relationships to secure exclusive hiring mandates, recurring pipelines,



and preferred vendor (VMS/MSP) status.
n Client Reviews: Conduct Quarterly Business Reviews (QBRs) and operational check-ins to monitor SLAs, client satisfaction, and contract renewals.
n n 3. P&L; & Operational Alignment (10%)
n n Margin Optimization: Ensure target gross margins across all negotiated contracts and placements.
n Delivery Alignment: Work closely with the recruitment delivery leadership to clearly brief them on client expectations, culture, and urgent tech stacks.
n Pipeline Forecasting: Maintain a rigorous pipeline in the CRM, tracking conversion rates, active MSAs, and monthly revenue targets.
n n Key Performance Indicators (KPIs)
n n Number of new enterprise IT clients onboarded per month.
n Number of active, revenue-generating MSAs signed per month.
n Gross margin percentage on newly won contracts.
n Initial requisition volume generated within 30 days of client onboarding.
n n Required Qualifications & Skills
n n Experience: 5–9 years in IT Staffing Sales / Business Development within the Indian IT market.
n Proven Hunter Mentality: Demonstrated track record of independently opening net-new enterprise or GCC accounts.
n Domain Expertise: Thorough understanding of the Indian IT talent landscape, contract staffing models, rate structures, and high-demand tech stacks (Cloud, DevOps, Full-Stack, Data/AI, Cybersecurity).
n Strong Network: Existing network of TA Heads, HR Directors, and Engineering Leaders across top Indian tech hubs.
n Commercial Acumen: Expertise in MSA terms, SLA design, credit period negotiations, and gross margin management.
n Communication: Exceptional presentation, pitching, and executive-level negotiation skills.
n n Benefits & Compensation
n n Fixed salary + high-upside uncapped incentive structure tied directly to new client acquisition and gross margins.
n Accelerated career path toward Regional Sales Leadership.
n Flexible/hybrid work arrangement.
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📌 Key Account Manager - IT Staffing (Hyderabad)
🏢 sharpatoms
📍 Hyderabad