Locations :

Mumbai, Bangalore, Delhi

Job Summary The Key Account Manager (KAM) will be responsible for developing and growing a defined set of end customer accounts, acting as the face of CBC in the market, and identifying business opportunities that are executed through channel partners via distributors.

The KAM will work directly with end customers to build relationships, understand their requirements and generate demand for CBC solutions, while ensuring every opportunity is routed through the right partner and distributor for fulfilment and execution.

The role requires a strong combination of direct customer engagement, cold calling and account development, coupled with the ability to work seamlessly with partners and distributors to convert opportunities into revenue.

Key Responsibilities

- End Customer Account Development

- Develop and manage a defined set of end customer accounts across Bangalore, Mumbai and Delhi.
- Act as the primary face of CBC for assigned accounts, building trust and long-term relationships with key stakeholders.
- Conduct regular customer visits, meetings and cold calling to build a strong base of new and existing accounts.
- Understand customer business needs, security requirements and budgets to position relevant CBC solutions.
- Build and maintain a strong network of decision-makers, influencers and end users within target accounts.

2. Chance Identification & Execution
- Proactively identify business opportunities within assigned accounts through direct engagement and cold calling.
- Qualify opportunities and develop a clear understanding of requirements, timelines and decision-making process.




- Ensure every identified opportunity is executed through the appropriate channel partner via the assigned distributor.
- Coordinate with partners and distributors to align the right execution team to each opportunity.
- Track opportunities from identification through to closure, ensuring timely follow-up at each stage.

3. Partner & Distributor Coordination
- Work closely with distributors and their partner ecosystem to ensure smooth execution of customer opportunities.
- Support partners with the information, positioning and account context needed to close opportunities effectively.
- Ensure alignment between customer expectations and partner/distributor execution capability.
- Escalate and resolve any gaps between customer requirements and partner delivery.

4. Consultant & Key Influencer Engagement
- Build and maintain relationships with consultants, architects and other key influencers relevant to assigned accounts.
- Engage consultants and influencers early in project cycles to understand requirements and influence specifications in CBC's favour.
- Work with consultants and influencers alongside partners and distributors to strengthen CBC's position on live opportunities.

5. Solution Positioning
- Position CBC's surveillance,



networking and related solutions in line with customer requirements.
- Conduct or coordinate customer presentations, demonstrations and solution discussions as needed.
- Apply working knowledge of networking to engage credibly with technical and IT stakeholders at customer accounts.

6. Market & Account Intelligence
- Track customer plans, projects and upcoming requirements within assigned accounts.
- Monitor competitor activity and market trends relevant to assigned accounts and geography.
- Provide regular account and opportunity updates to the Sales Head.

7. Sales Management & Reporting
- Own and drive revenue targets for assigned end customer accounts.
- Maintain accurate and up-to-date account, prospect and pipeline information in CRM.
- Provide regular and accurate sales forecasts and account reviews to the Sales Head.

Qualifications & Experience

- Bachelor's degree or equivalent qualification.
- 8-10 years of experience in account management, with a strong track record in end customer engagement and cold calling.
- Ideal knowledge of networking technologies and IT infrastructure concepts.
- Experience in physical security, video surveillance or related technology sales will be an advantage.
- Proven ability to build and manage relationships directly with end customers.
- Experience working in a channel-driven sales model, coordinating with partners and distributors for execution.
- Experience engaging with consultants, architects and key influencers is preferred.
- Strong communication, presentation and relationship-management skills.

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