Role
Summary

What
is the purpose of this role? Why does it exist?

This
role is accountable for customer relationship management and mining
of named key customer accounts

Experience
& Skills

OVERALL
EXPERIENCE

7-10 years of experience in Strategic Account Management

Experience
in working across levels in the Customer Organization

Experience
in the IT Products Industry preferable

FUNCTIONAL
EXPERIENCE

Specialist
in Relationship management

Keen
understanding of customer needs and a track record of consultative
selling and solutioning

Hands-on
in negotiating pricing agreements

Proven
ability to grow accounts significantly

Skilled
in multi-level customer engagement

Techno-commercial
knowledge

LEADERSHIP
SKILLS

Experience
in working and aligning with Solutions Architects and Delivery
Managers

Ability
to create an impact in the Customer’s Organization

PERSONAL
SKILLS

Results
driven

Robust
relationship skills – an extrovert

Self
driven - don't wait for others to push

Continuous
learner - hungry to learn and experiment

Solution
focussed - hunts for problems and focuses on solving them in timely
and effective manner; ability to anticipate and re-align

Trustworthy
- someone to lean & count on

Committed
- figures out how to get something done

Logical
& Street Smart with critical thinking skills;

Flexible
- ready for adjustment for success of assignments

Empathetic
- good listener and being able to put oneself into others shoes

PREFERRED
QUALIFICATION

Engineer
(BTech) & MBA

ORGANISATIONAL
STRUCTURE

Reporting
to Sales Head

Key
Accountabilities

What
are the most important deliverables and outputs/outcomes the role is
primarily responsible for?

Revenue

Growth
of strategic business in each named account

CSAT
for each account

Growth
of share of wallet in each account

Creative
proposals and pricing models for complex customer situations

Support




Marketing efforts positioning the Company as a dominant player in the
respective target market

Requirements

Roles
and Responsibilities
Major
R&R; of this role are:

- Growth
of Revenue and Profitability numbers for the key accounts

- Development
and implementation of growth strategies for each account

- Tracking
of competition in the Key accounts and remain ahead

- Pre-emption
and resolution of issues, working with the customer and the
Delivery teams to manage escalations

- Building
of a reputation of ‘easiest to work with’ with each Key Account

- Application
of market research and market analysis to improve customer
experiences

- Development
of ‘pipeline’ strategies and flow models to ensure targeted
order inflows are achieved and balanced into Projects

- Ideation
/ design / co-creation of innovative solutions for Key Client.

- Go-to
person both internally and in the Key Client’s organization for
customer information, competitor information and market information

- Moving
of the relationship from vendor / supplier to trusted partner /
partner of choice

- Voice
of customer with in Lumiq

- Responsibility
for RFI & RFP to customer

- Internal
/ External Interactions

- Who
is the natural work team internally? Who in the external world does
the role-holder have to influence?

- Internal - Business Leaders, Tech Leads

- External - Customer teams, CXOs

- Time
Horizon & Impact to Organisation

- What
impact can the role make? What is the ‘legacy’ he/she wants to
leave behind? Over what timeframe can performance be judged?

- Contribute
to company growth

- Should
establish the Company as a partner of choice in the Customer’s
organization in 12 months

- Customer
account growth

- New
initiatives driven for the customer account

Benefits

- Group Medical polices - INR 5,00,000 with Private room.

- Equal Employment Opportunity

- Maternity Leave

- Skill Development

- 100% Sponsorship for certification

- Work Life balance

- Flexible work hours

- Zero Leave tracking

📌 Account Manager - Sales (Mumbai)
🏢 Leading
📍 Mumbai