JD: Key Account Manager

Location: Chennai

Role Purpose:

To lead and grow the companys business in the assigned state/region by owning strategic key accounts, driving CXO-level relationships, expanding EPC and fiber infrastructure footprint, and supporting new venture growth through senior-level engagement and market leadership.

Key Responsibilities:

1. Regional Business Ownership

- Own P&L; / revenue targets, order inflow, and profitability for the assigned region/state.
- Define and execute regional growth strategy aligned with national business plans.
- Build strong pipeline across Dark Fiber, Optical Fiber, EPC, and new ventures.

2. Strategic Key Account Leadership & CXO Engagement

- Own relationships with CXO/Board-level stakeholders of all major clients and partners.
- Establish the company as a strategic partner (not just a vendor) with top 1020 accounts.
- Lead executive connects, quarterly business reviews (QBRs), and strategic planning meetings with customer leadership.
- Influence customer technology, expansion, and capex roadmaps to position company offerings early.

3. Government, PSU & Enterprise Leadership

- Lead engagement with state government, PSUs, Smart City SPVs, utilities, railways, and large enterprises.
- Represent the company at state-level forums, industry bodies, and senior government interactions.

4. Large Deal & Bid Leadership

- Lead and sponsor large EPC and fiber deals from opportunity stage to closure.
- Provide leadership for high-value tenders, strategic bids, and complex negotiations.
- Drive win strategy, pricing positioning,



and executive-level negotiations.

5. New Ventures & Strategic Initiatives

- Drive regional growth for new business lines such as FTTH, private networks, data center connectivity, smart infrastructure, and enterprise fiber.
- Identify and develop strategic partnerships, JVs, and alliances where required.

6. Team Leadership & Capability Building

- Build, mentor, and lead regional BD and key account teams.
- Set performance goals, review KPIs, and develop next-line leadership.
- Drive high-performance sales culture and governance.

7. Internal & Cross-Functional Leadership

- Work closely with Project, Operations, Finance, Legal, and Strategy teams.
- Resolve escalations and ensure customer satisfaction at leadership level.

Key Skills & Leadership Competencies:

- Proven experience managing CXO and Board-level relationships
- Solid strategic selling and large deal leadership
- Deep understanding of telecom infra, fiber networks, EPC contracting
- Executive presence with strong negotiation and influence skills
- Strong leadership, team building, and governance capabilities
- Ability to operate in government, PSU, and enterprise ecosystems

Qualifications & Experience:





- BE/BTech (Telecom/Electronics/Electrical/Civil preferred) and/or MBA
- 5-10 years of experience in telecom infrastructure, fiber, EPC, or digital infra
- Proven track record of handling large regional business and strategic accounts
- Experience owning large revenue numbers and complex stakeholders

CXO Engagement Measurable KPIs: Relationship & Coverage:

- CXO Coverage Ratio:
- Active CXO-level relationships in 100% of Top 1015 strategic accounts

- Executive Connects
- Minimum 24 CXO-level meetings per key account per year

Strategic Influence
- QBRs Conducted:
- At least 2 formal QBRs per strategic account per year
- Early-Stage Opportunity Influence:
- % of large deals where company is engaged at planning / capex stage (Target: 6070%+)

Revenue Impact
- CXO-Sponsored Deal Value:
- % of regional revenue coming from CXO-sponsored / executive-led opportunities

- Large Deal Win Rate
- Win rate for deals above defined threshold (e.g., 25 Cr / 50 Cr+)

Account Growth & Retention:
- Top Account YoY Growth:
- % growth in Top 10 accounts

- Account Penetration
- Increase in number of services/products sold per key account

- Strategic Account Retention
- 95%+ retention of strategic accounts

Perception & Positioning:
- Strategic Partner Score:
- Internal/Customer feedback rating on companys position as strategic partner vs vendor

- Executive Sponsorship Mapping
- Named executive sponsor assigned for each strategic account

📌 Key Accounts Manager (Chennai)
🏢 Smart Source
📍 Chennai