Job Description

Lead- Growth & Partnerships

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Location: Mumbai | Work Mode: In office

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Experience: 5–10 years

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Reporting To: Head of Sales & Partnerships

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Employment Type: Full-time

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The Role

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We are looking for a Strategic Accounts Manager to build, manage, and grow Kentrix's enterprise customer and partner ecosystem.

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The role involves winning new enterprise accounts, expanding existing strategic accounts, and managing key partner relationships. You will work closely with the Head of Sales & Partnerships to identify high-value opportunities, develop relationships with senior stakeholders, and drive revenue across customers and partners.

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This is a revenue ownership role for someone who combines strong enterprise sales capability with strategic account management and relationship-building skills.

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Key Responsibilities

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New Enterprise Business

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- Identify and acquire new enterprise customers.
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- Build and manage a robust enterprise sales pipeline.
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- Engage CXOs, business heads, technology, analytics, strategy, marketing, and expansion teams.
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- Own the complete sales cycle — prospecting, discovery, solutioning, commercial discussions, negotiation, and closure.
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- Develop strategic account plans for high-value prospects.
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Strategic Account Growth

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- Own and strengthen relationships with existing enterprise customers.
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- Identify upsell, cross-sell, renewal, and expansion opportunities.
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- Build relationships across multiple stakeholders and business units within key accounts.
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- Understand customer priorities and identify new opportunities where Kentrix can create additional value.
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- Convert pilots and initial engagements into larger, long-term relationships.
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Partner Management

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- Develop and manage relationships with strategic partners, system integrators, consultants, technology companies, and channel partners.
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- Build joint GTM opportunities and partner-led revenue pipelines.
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- Drive co-selling, referrals, and strategic account opportunities through partners.
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- Maintain strong relationships with partner leadership and sales teams.
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- Work with internal teams to enable partners on Kentrix's solutions and use cases.
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Enterprise Solution Selling

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- Understand complex business requirements and translate them into relevant technology solutions.
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- Work with pre-sales, product, delivery, and leadership teams to create customer solutions.
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- Lead commercial conversations and negotiations.
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- Maintain accurate CRM, pipeline, forecasting, and account information.
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- Regularly report pipeline, account progress, and revenue performance to the Head of Sales & Partnerships.
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What We're Looking For

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- 5–10 years of experience in B2B Enterprise Technology Sales / Strategic Account Management.
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- Proven track record of acquiring and growing enterprise accounts.
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- Experience in SaaS, AI, Data, Analytics, MarTech, FinTech, GIS, Cloud, or Enterprise Technology preferred.
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- Strong experience selling consultative and solution-led technology offerings.
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- Experience engaging CXOs and senior business and technology stakeholders.
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- Experience managing strategic partnerships or channel relationships is a strong advantage.
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- Excellent communication, presentation, negotiation, and relationship-building skills.
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- Strong commercial understanding and revenue ownership mindset.
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- Ability to operate independently and manage complex enterprise sales cycles.
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- Comfortable working in a fast-paced, high-growth technology environment.
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What Success Looks Like

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- Consistently acquiring high-quality enterprise customers.
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- Growing existing strategic accounts into larger relationships.
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- Building a strong pipeline of enterprise opportunities.
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- Creating meaningful partner-led revenue opportunities.
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- Developing long-term relationships with senior decision-makers.
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- Consistently achieving and exceeding revenue targets.
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If you enjoy building enterprise relationships, solving complex business problems with technology, and owning revenue from first conversation to long-term account growth, this role is for you.

📌 Lead-Growth & Partnerships (Mumbai)
🏢 Kentrix AI
📍 Mumbai