We are looking for a senior Key Account Manager with strong experience in Enterprise IT Infrastructure Sales to own strategic accounts and drive high-value deal closures.
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The role requires expertise in enterprise selling, complex deal management, OEM coordination, commercial negotiations, and senior stakeholder management.
Key Responsibilities n
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- Own strategic enterprise accounts and drive large deal closures.
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- Lead complex RFP/RFI responses , technical-commercial alignment and OEM coordination.
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- Build multi-year account plans around IT refresh cycles, lifecycle optimization and expansion opportunities.
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- Drive cross-BU selling across IT rentals/leasing, refurbishment & refresh programs, spares/EOL continuity and ITAD/e-waste compliance .
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- Manage CXO and senior executive relationships across strategic accounts.
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- Negotiate commercials, structure deal terms and secure internal approvals while protecting margins.
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- Conduct customer QBRs , internal deal reviews and accurate sales forecasting.
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- Identify opportunities for account expansion and multi-line service attachment.
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- Mentor and coach fresher/mid-level KAMs on enterprise selling, account planning and commercial discipline.
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- Partner with marketing and product teams to develop vertical-specific sales playbooks and case studies.
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Key Deliverables nn
- Consistent closure of high-value enterprise deals with healthy margins and robust collections.
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- Revenue expansion within strategic accounts through multi-line selling.
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- Strong account retention and long-term customer relationships.
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- Improved sales maturity through mentoring, governance and process discipline.
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Preferred Background n
Candidates from leading Enterprise IT Infrastructure / System Integrator / IT Services companies are preferred.
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- 24+ years of experience in enterprise IT sales / strategic account management.
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- Strong network across enterprise / large corporate accounts.
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- Proven track record of closing high-value, complex IT infrastructure deals.
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- Strong commercial, negotiation and stakeholder-management skills.
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- Experience managing strategic accounts and mentoring sales teams.
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