TECHJAYS

Senior Account Manager

Position: Senior Account Manager

Experience: 10+ Years

Industry: IT Services / Software Development / Technology Consulting

Location: Coimbatore / Hybrid

Joining: Immediate / Within 30 Days

Primary Skills: Enterprise Account Management, Strategic Client Relationships, Revenue Growth, Account Expansion, Consultative Selling, Commercial Negotiations, Account Profitability, Stakeholder Management.

Preferred Skills: AI/ML Services, Digital Transformation, Enterprise Software, HubSpot CRM, International Account Management, Agile Delivery.

About Techjays

At Techjays, we're helping businesses reimagine how they build, operate, and scale with AI at the core. We partner with organizations worldwide to design and deliver AI-powered software solutions that solve complex business challenges and create measurable business value.

Our global team brings together experienced technology professionals from organizations such as Google, Akamai, NetApp, ADP, Cognizant Consulting, and Capgemini.

We work with clients ranging from innovative startups to large enterprises, delivering custom AI solutions, software engineering services, and digital transformation initiatives.

We're looking for a Senior Account Manager who can take ownership of strategic client relationships, drive account growth, and build long-term partnerships with enterprise customers.

This role goes beyond traditional account management. You will be responsible for understanding client business objectives, identifying new opportunities, growing existing engagements, managing commercial relationships, and ensuring long-term account success.

The ideal candidate combines strong business acumen, consultative selling capabilities, commercial ownership, and the ability to engage confidently with senior executive stakeholders.

Key Responsibilities

1. Strategic Account & Client Relationship Management

- Own and manage a portfolio of strategic enterprise accounts, acting as the primary point of contact for client leadership.
- Build and maintain strong relationships with CXOs, VPs, Directors, and other key decision-makers.
- Understand client business objectives, technology roadmaps, operational challenges, and long-term priorities.
- Develop strategic account plans covering revenue targets, stakeholder mapping, growth opportunities, risks, and client retention.
- Act as a trusted advisor to clients, identifying opportunities where technology and AI solutions can create business value.
- Maintain strong client engagement throughout discovery, solutioning, project execution, and account expansion.

2. Revenue Growth & Business Development

- Own annual account revenue targets and drive consistent growth across assigned accounts.
- Identify opportunities for upselling, cross-selling, new projects, additional engineering teams, and new service offerings.
- Develop account expansion strategies based on client requirements and emerging business opportunities.
- Lead consultative discovery discussions to understand business challenges and identify potential technology solutions.
- Build business cases, ROI models, and commercial proposals to support client investment decisions.
- Maintain a healthy sales pipeline and provide accurate revenue forecasts.
- Drive renewals, contract extensions, and long-term engagement opportunities.

3. Commercial Ownership & Negotiations

- Lead commercial discussions and negotiations involving pricing, contracts, and engagement models.




- Manage Master Service Agreements (MSAs), Statements of Work (SOWs), rate cards, renewals, and change requests.
- Monitor account revenue, gross margins, delivery costs, and overall profitability.
- Identify commercial risks and take proactive measures to protect account margins.
- Work closely with finance, pre-sales, and delivery teams to ensure commercial commitments are realistic and sustainable.
- Balance client expectations with business objectives and organizational profitability.

4. Delivery Governance & Client Success

- Partner with engineering and delivery leaders to ensure projects meet agreed scope, quality, timelines, and commercial expectations.
- Participate in project planning, scoping discussions, and SOW preparation.
- Establish account governance through regular client reviews, monthly business reviews, steering committee meetings, and Quarterly Business Reviews (QBRs).
- Monitor client satisfaction, account health, delivery performance, and potential relationship risks.
- Manage senior-level escalations and lead recovery plans for at-risk accounts.
- Ensure effective communication between clients and internal delivery teams.
- Stay involved beyond contract closure to ensure successful execution and long-term client retention.

5. Consultative Selling & Solutioning

- Work closely with pre-sales and technical teams to understand client requirements and develop relevant technology solutions.
- Lead client discovery sessions and translate business challenges into solution opportunities.
- Drive proposals, solution presentations, and commercial discussions.
- Position Techjays' AI, software engineering, automation, and digital transformation capabilities based on client business needs.
- Communicate the business value, expected outcomes, and ROI of proposed solutions.
- Ensure that client expectations and commercial commitments are aligned with actual delivery capabilities.

6. Leadership & Account Management Excellence

- Mentor and guide junior account managers and support the development of account management capabilities.
- Establish structured account management processes, playbooks, reporting standards, and account health metrics.
- Improve pipeline visibility, revenue forecasting, and account performance reporting through CRM systems.
- Share market intelligence, client feedback, and growth opportunities with senior leadership.
- Contribute to service offering development and go-to-market strategies based on client insights.

Required Skills & Experience

Account Management & Enterprise Sales

- 10+ years of experience in enterprise account management, strategic client management, or consultative sales within the IT services or software industry.
- Proven track record of managing and growing high-value enterprise accounts.
- Demonstrated experience in account expansion, upselling, cross-selling, renewals, and revenue generation.
- Strong experience managing long-term, complex client engagements and multiple stakeholders.
- Experience handling international clients and global enterprise accounts.

Business & Commercial Acumen

- Strong understanding of account revenue, gross margins,



profitability, pricing, and commercial planning.
- Hands-on experience negotiating MSAs, SOWs, rate cards, contract renewals, and change requests.
- Ability to develop account growth strategies, business cases, and ROI models.
- Experience managing revenue forecasts, sales pipelines, and account financial performance.
- Understanding of IT services engagement models, including Fixed Price, Time & Material (T&M;), and Dedicated Teams.

Client & Stakeholder Management

- Proven ability to engage with CEOs, CFOs, COOs, VPs, and senior technology leaders.
- Strong consultative discovery and executive-level communication skills.
- Ability to identify key decision-makers, understand stakeholder dynamics, and influence complex buying decisions.
- Experience managing client escalations, resolving relationship challenges, and turning around at-risk accounts.

Technology & Delivery Understanding

- Good understanding of the software development lifecycle (SDLC), software engineering, and technology delivery models.
- Familiarity with AI/ML, automation, enterprise software, and digital transformation services.
- Ability to collaborate effectively with engineering, pre-sales, product, and delivery teams.
- Understanding of Agile methodologies and distributed delivery environments.

Tools & Reporting

- Hands-on experience with CRM platforms, preferably HubSpot.
- Familiarity with pipeline management, revenue forecasting, account reporting, and account health metrics.
- Strong presentation, negotiation, and business communication skills.

What We're Looking For Beyond Skills

- Business Ownership: Takes responsibility for account revenue, profitability, retention, and long-term growth.
- Strategic Thinking: Understands the bigger business picture and identifies opportunities beyond immediate client requirements.
- Executive Presence: Can confidently engage with senior decision-makers and build trusted business relationships.
- Commercial Mindset: Understands the balance between client satisfaction, delivery commitments, revenue, and profitability.
- Consultative Approach: Asks the right questions, understands business challenges, and positions solutions that deliver measurable value.
- Accountability: Remains involved throughout the client lifecycle, from prospect discovery to successful delivery and expansion.
- Problem-Solving: Handles difficult client situations, escalations, and commercial challenges with a structured approach.
- Leadership: Can guide internal teams, mentor junior account managers, and influence stakeholders without relying on formal authority.

Nice to Have

- Experience building or scaling an account management function.
- Experience developing account management processes, playbooks, and performance metrics from scratch.
- Previous experience mentoring or leading a team of account managers.
- Familiarity with AI/ML services, intelligent automation, and enterprise AI solutions.
- Experience working with global clients and distributed engineering teams.
- MBA or relevant postgraduate qualification.

Join Techjays

If you're someone who can build lasting enterprise relationships, identify business opportunities, drive account revenue, and turn client partnerships into long-term business growth, we'd love to hear from you.

Skills:- Account Management, Client Management, Stakeholder engagement, Revenue growth, cross selling, Scope management, Team leadership and Customer Relationship Management (CRM)

📌 Account Manager (Coimbatore)
🏢 techjays
📍 Coimbatore