Key Account Manager – Enterprise ILL Sales

Location: Mumbai, Maharashtra

Department: Enterprise Sales

Industry: ISP / Telecom / Managed Network Services

Employment Type: Full-Time

Reporting To: Head – Enterprise Business / Sales Director

Role Overview

We are looking for an experienced and result-oriented Key Account Manager – Enterprise Sales to drive the sale of Internet Leased Lines (ILL), Dedicated Internet, Point-to-Point Connectivity, MPLS/VPLS, and other enterprise connectivity solutions across Mumbai and the surrounding business markets.

The candidate will be responsible for identifying current enterprise customers, developing relationships with key decision-makers, converting opportunities into recurring business, and managing strategic accounts to increase revenue and customer retention.

The role requires strong knowledge of the Mumbai enterprise market, excellent B2B relationship-building skills, and preferably an existing network among IT Heads, CIOs, CTOs, Network Heads, Procurement Teams, System Integrators and Enterprise Customers.

Key Responsibilities

New Business Development

Identify and acquire new enterprise customers for Internet Leased Line and connectivity services.

Generate leads through cold calling, referrals, networking, channel partners, existing industry relationships and direct enterprise outreach.

Develop business opportunities across corporate offices, factories, warehouses, hospitals, hotels, educational institutions, financial institutions, IT/ITES companies and other enterprises.

Build and maintain a strong sales pipeline with clearly defined closure timelines.

Conduct regular customer meetings, presentations and solution discussions.

Achieve monthly, quarterly and annual revenue and order-booking targets.

Key Account Management

Build long-term relationships with existing enterprise customers.

Identify opportunities for bandwidth upgrades, additional locations and cross-selling of other services.

Develop multi-location and multi-service opportunities within existing accounts.

Maintain regular engagement with IT, networking, procurement and management teams.





Ensure strong customer retention and minimize churn.

Solution Selling

Understand customer requirements and recommend appropriate solutions including:

Dedicated Internet Leased Line

Point-to-Point / P2P Connectivity

Layer 2 Connectivity

SD-WAN

Managed Internet Services

Backup Internet Connectivity

Managed Network Services

Data Center Connectivity

Cloud Connectivity

Managed Security Services

Work closely with the presales and network teams to create technically and commercially viable solutions.

Commercial & Proposal Management

Prepare and present quotations, proposals and commercial offers.

Negotiate commercials while maintaining required margins.

Coordinate with internal teams for technical feasibility and pricing.

Follow opportunities from initial enquiry through commercial negotiation, PO and service activation.

Ensure customer documentation and order-processing requirements are completed promptly.

Internal Coordination

Coordinate with

Network Planning

Feasibility Team

NOC

Project / Deployment Team

Billing

Finance

Customer Support

Management

Ensure committed delivery timelines are communicated correctly to customers and internally.

Collections & Account Hygiene

Coordinate with customers and internal finance teams for timely collections.

Monitor outstanding payments for assigned accounts.

Ensure proper commercial documentation, purchase orders and renewal documentation.

Track contract expiry dates and initiate renewals proactively.

Sales KPIs

Performance will primarily be measured on:

New enterprise customers acquired

Monthly / Annual Recurring Revenue generated

Number and value of POs received

New circuits commissioned

Sales pipeline created





Pipeline-to-order conversion ratio

Average revenue per customer

Customer retention

Account expansion / bandwidth upgrades

Collection efficiency

Gross margin / contribution from acquired business

Candidate Profile

Experience: 3–8 years in Enterprise B2B Sales, preferably in Telecom, ISP, Connectivity, Data Center, Cloud or Managed Network Services.

Candidates having experience with companies such as ISPs, telecom operators, system integrators, managed service providers or enterprise networking companies will be preferred.

Desired Skills

Strong knowledge of Enterprise ILL / Dedicated Internet sales

Good understanding of enterprise networking

Strong B2B sales and negotiation skills

Ability to independently generate and close enterprise opportunities

Strong communication and presentation skills

Good understanding of the Mumbai corporate market

Existing relationships with enterprise IT decision-makers will be a major advantage

Ability to manage long enterprise sales cycles

Strong follow-up and CRM discipline

Commercial understanding and ability to protect margins

Preferred Existing Network

Preference will be given to candidates having active relationships with:

CIOs / CTOs

IT Heads

Network Managers

Infrastructure Heads

Procurement Managers

Facility Managers

System Integrators

IT Consultants

Data Center Partners

- Enterprise Channel Partners

Education

Graduate / MBA preferred.

Candidates with strong telecom or enterprise sales experience may be considered irrespective of specialization.

Ideal Candidate

We are looking for someone who is primarily a business hunter rather than only an account servicing professional.

The candidate should be comfortable independently identifying prospects, approaching enterprise customers, generating meetings, understanding connectivity requirements, coordinating feasibility, negotiating commercials and closing orders.

A strong performer should eventually be capable of building and managing a significant recurring enterprise connectivity portfolio across Mumbai.

📌 Key Account Manager – Enterprise ILL Sales (Mumbai)
🏢 SANGHVI INFO
📍 Mumbai