Senior Account Executive – ERP Solutions

Strong B2B SaaS / ERP Sales Profile with outbound and field sales exposure

2

Mandatory (Experience 1): Must have 5+ years in outbound and field sales, with the recent 3+ years in selling ERP solutions/B2B SaaS products

3

Mandatory (Experience 3): Must have independently managed deal sizes around INR 50L ARR

4

Mandatory (Skill 1): Must have owned the full sales cycle: lead generation, coordinating demos/POCs with pre-sales, proposal preparation, commercial negotiation, closure, contracting, and payment collection

5

Mandatory (Skill 2): Must have strong communication and the ability to sell to and interact with CXO profiles

6

Mandatory (Skill 3): Must be proficient with CRM tools and data analysis to drive sales performance, and able to work independently

7

Mandatory (Note): This is an IC role

8

Preferred (Domain): Must have experience selling to garment or retail industry

1. Position Overview

NIT DATA is looking for a senior, revenue-owning enterprise sales professional with a strong track record in IT staffing and technology services sales. The role will focus on acquiring and expanding relationships with premium enterprise organizations, GCCs, technology companies and global organizations looking to build or scale India-based technology teams.

This is an end-to-end hunting and client acquisition role—not a pure SDR, lead-generation or appointment-setting position. The successful candidate will own the commercial journey from ICP/account identification and relationship building through meetings, presentations, solution positioning, proposals, negotiations, client onboarding and revenue generation.

2. What the Candidate Will Sell

·      IT Contract Staffing and Staff Augmentation

·      Contract-to-Hire (C2H)

·      Permanent / FTE Hiring

·      Project-Based Hiring and Technology Teams

·      Remote / Offshore Technology Resources

·      RPO and Recruitment Solutions

·      Dedicated Technology PODs

·      ODC / Offshore Development Models

·      GCC Talent and Team Build-Out

·      BOT (Build-Operate-Transfer) engagements

·      Managed staffing / workforce solutions

3. Core Responsibilities

Enterprise Client Acquisition & New Logo Hunting

·      Identify and target premium enterprise organizations within NIT DATA’s Ideal Customer Profile (ICP).

·      Build and execute account-entry strategies for strategic target accounts.

·      Identify organizations with technology hiring, transformation, GCC expansion, project or workforce requirements.

·      Develop relationships with CXOs, CHROs, CIOs, CTOs, Heads of Engineering, TA Heads, GCC leaders and Procurement stakeholders.

·      Map multiple stakeholders within strategic accounts and build multi-threaded relationships.

·      Generate qualified opportunities through outbound prospecting, referrals, networking, events, LinkedIn and account-based selling.

Staffing & Technology Services Sales

·      Sell contract staffing, C2H, permanent hiring, project-based hiring, staff augmentation, dedicated teams and remote technology resources.

·      Understand staffing commercials including bill rate, pay rate, markup, margin, conversion fees, contract duration, replacement terms and payment terms.

·      Understand MSA, SOW, rate-card and procurement/vendor-onboarding processes.

·      Identify opportunities to move from individual-resource hiring into larger team, POD, project, ODC or managed-service engagements.

GCC / ODC / BOT Business Development

·      Identify organizations setting up, expanding or transforming GCCs in India.

·      Engage GCC Heads, Site Leaders, CIO/CTO organizations, Global TA leadership and Procurement.

·      Position staffing, dedicated teams, ODC, POD and BOT models based on client requirements.

·      Identify GCC build-out opportunities involving leadership hiring, engineering teams, niche technology talent and scale-up requirements.

·      Understand the commercial and stakeholder complexity of offshore / India delivery models.

Global Client & Remote Resource Acquisition

·      Acquire global clients seeking India-based or remote technology resources.

·      Experience selling to US, UK, Europe, Middle East, APAC or other international organizations is preferred.

·      Understand global procurement, vendor onboarding, commercial negotiation and stakeholder-management processes.

·      Build long-term relationships with global organizations that can generate recurring India-based hiring or project opportunities.

Project-Based Hiring & Solution Selling

·      Generate business where clients require teams rather than only individual resources.

·      Identify opportunities across AI/ML, Data, Cloud/DevOps, SAP, Salesforce, ServiceNow, Product Engineering, QA, Cybersecurity and other technology domains.

·      Work with solution/delivery teams to shape the right engagement model.

·      Translate client business and workforce problems into staffing, POD, ODC, BOT or project-based solutions.

End-to-End Sales Ownership

Own the complete commercial lifecycle:

Prospecting → Account Mapping → Relationship Building → Discovery → Meeting → Presentation → Solution → Proposal → Negotiation → MSA/SOW → Onboarding → First Requirement → Fulfilment → Revenue → Account Expansion

·      Conduct client meetings, presentations, workshops and executive discussions.

·      Prepare and present proposals, commercials and solution presentations.

·      Lead negotiations and coordinate internal stakeholders through contract closure.

·      Drive client onboarding and ensure the first requirement is generated quickly.

·      Build repeat business and expand wallet share across accounts.

4. Client Meetings & Travel

·      Comfortable with face-to-face enterprise selling and frequent business travel.

·      Conduct CXO and senior stakeholder meetings.

·      Represent NIT DATA at industry conferences, GCC forums, networking events and client workshops.

·      Travel across major Indian technology markets including Hyderabad, Bengaluru, Chennai, Pune, Mumbai and Delhi NCR as required.

5. New-Age Sales Tools & Technology

The candidate must be comfortable with technology-enabled selling and should have hands-on experience using modern sales intelligence, engagement, CRM and AI productivity tools.

Category

Examples

Prospecting & Account Intelligence

LinkedIn Sales Navigator, Apollo, ZoomInfo, Lusha, Crunchbase, Clay, RocketReach, 6sense or similar

Sales Engagement

Outreach, Salesloft, Apollo Sequences, HubSpot, Salesforce, Zoho, Freshsales

AI & Productivity

ChatGPT, Microsoft Copilot, Gemini, Claude, AI account research, AI email personalization, AI meeting preparation

CRM & Pipeline

Salesforce, HubSpot, Zoho or equivalent CRM; pipeline, forecasting and activity tracking

6. Revenue Ownership

This is a quota-carrying / revenue-generating position. The candidate must be able to demonstrate measurable commercial results from previous roles.

·      New client acquisition

·      New revenue generation

·      Gross margin contribution

·      Strategic account growth

·      Project / team-based revenue

·      GCC / ODC / BOT opportunity creation

·      Pipeline development and forecasting

7. Ideal Candidate Profile

·      8–15 years of B2B sales / business development experience.

·      Strong IT staffing / recruitment / IT services sales background.

·      Proven enterprise client acquisition and new-logo hunting experience.

·      Experience owning the complete sales cycle from prospecting to closure and onboarding.

·      Demonstrated success with contract staffing and project-based hiring.

·      Exposure to GCC, ODC, BOT, offshore delivery or dedicated team models.

·      Experience selling India-based or remote technology resources to global organizations.

·      Strong CXO, HR, TA, Procurement and business stakeholder engagement skills.

·      Excellent presentation, negotiation, consultative selling and relationship-management skills.

·      Willingness to travel extensively for client acquisition and relationship development.

·      Strong adoption of modern sales tools, CRM, sales intelligence and AI-enabled GTM tools.

8. Preferred Industry Background

·      IT Staffing / Workforce Solutions

·      Technology Recruitment

·      IT Services / Digital Engineering

·      Managed Services

·      Offshore Development / ODC

·      GCC advisory / setup ecosystem

·      RPO / Recruitment Solutions

·      Engineering Services

·      Technology Consulting

9. Key Stakeholders the Candidate Should Have Sold To

·      CIO / CTO / CDO

·      CHRO / Chief People Officer

·      VP / Director – Engineering or Technology

·      Head of Talent Acquisition / Recruitment

·      Head of GCC / GCC Site Leader

·      Global TA / Workforce Planning Leaders

·      Procurement / Strategic Sourcing

·      Vendor Management / MSP

·      Business Unit and Delivery Leaders

10. KPIs / Success Metrics

KPI

Measurement

New Enterprise Accounts

Monthly / Quarterly

Qualified Enterprise Meetings

Monthly

New Client Onboarding

Quarterly

New Revenue

Monthly / Quarterly

Gross Margin

Monthly / Quarterly

Sales Pipeline Value

Target coverage / forecast

Project-Based Opportunities

Quarterly

GCC / ODC / BOT Opportunities

Quarterly

Account Expansion

Quarterly

Proposal Conversion

%

Client Retention / Repeat Business

%

11. Interview Evaluation Framework

A. Sales Track Record

1.      What was your annual sales target and achievement percentage?

2.      How many new enterprise clients did you acquire personally?

3.      What was the largest staffing / services client you acquired?

4.      What was the annual revenue and margin attributable to your business?

5.      Describe one client you acquired from zero relationship to active revenue.

B. 90-Day Enterprise Hunting Exercise

Give the candidate 50 premium enterprise/GCC accounts with no existing NIT DATA relationship. Ask for a 90-day account-entry strategy covering ICP prioritization, stakeholder mapping, sales tools, outreach, meetings, presentations, relationship development, proposals and expected pipeline.

C. GCC / BOT / Project Sales Role Play

Scenario: A global company wants to build a 100-member engineering organization in India. Ask the candidate to determine whether staffing, POD, ODC, GCC or BOT is appropriate and conduct a simulated discovery meeting with the GCC Head/CTO.

D. Sales Technology Assessment

·      Ask the candidate to demonstrate how they would use Sales Navigator + Apollo/other intelligence tools to build a target account list.

·      Ask how they identify buying signals and trigger events.

·      Ask how they use AI for account research, personalization, meeting preparation and follow-up.

·      Ask them to show how they manage pipeline and forecasting in CRM.

12. Candidate Success Profile

The ideal candidate should be able to say: “I know which companies to target, I know who the decision makers are, I can get the meeting, conduct the conversation, present the solution, negotiate the commercials, onboard the client and generate revenue.”

Benchmark Profiles / Sourcing References

The following are public professional profiles/pages surfaced during research. They are provided as sourcing benchmarks because their public information overlaps with important parts of the target profile. They are not endorsements or recommendations, and their current availability or interest in a role has not been established

Strong B2B SaaS / ERP Sales Profile with outbound and field sales exposure

2

Mandatory (Experience 1): Must have 5+ years in outbound and field sales, with the recent 3+ years in selling ERP solutions/B2B SaaS products

3

Mandatory (Experience 2): Must have independently managed deal sizes around INR 50L ARR

4

Mandatory (Experience 3): Must have experience in lead generation, coordinating demos/POCs with pre-sales, proposal preparation, commercial negotiation, closure, and payment collection

5

Mandatory (Skill 1): Must have owned the full sales cycle: lead generation, coordinating demos/POCs with pre-sales, proposal preparation, commercial negotiation, closure, contracting, and payment collection

6

Mandatory (Skill 2): Must have strong communication and the ability to sell to and interact with CXO profiles

7

Mandatory (Skill 3): Must be proficient with CRM tools and data analysis to drive sales performance, and able to work independently

8

Mandatory (Note 1): This is an IC role

9

Mandatory (Note 2): Must be willing to perform field-intensive work involving frequent client visits

10

Mandatory (Note 3): This is for Tirupur location, but the opportunity is remote as they do not own an office there

11

Preferred (Domain): Must have experience selling to garment or retail industry

ACCOUNT EXECUTIVE - APAC & EMEA

Sales · Revenue

📍 Noida 🕐 Full-Time 🧭 5-10 Years

THE MISSION

We aren't automating scripts — we're deprecating the era of manual-heavy testing entirely. TestMu AI is building the world's first AI-native platform where Agentic Intelligence autonomously plans, authors, and self-heals the entire Quality Engineering lifecycle.

Drive revenue growth by closing deals with precision and client-focused solutions.

THE PILLARS OF IMPACT

🚀 1. Sales Execution (50%)

– Meet or exceed quarterly and annual sales targets.

– Conduct thorough needs analysis to tailor solutions.

– Develop client-centric product presentations.

– Negotiate and close deals efficiently.

⚙️ 2. Client Relationship Management (30%)

– Foster long-term client partnerships.

– Address and resolve client issues promptly.

– Maintain a high level of client satisfaction.

🧠 3. Market Insight & Strategy (20%)

– Analyze market trends to identify opportunities.

– Report on sales activities and market feedback.

– Contribute to strategic sales planning.

MUST-HAVES — DO NOT APPLY UNLESS YOU HAVE THESE

– 3-7 years of experience in hunting and new business development.

– Flawless communication skills, both written and oral.

– Demonstrated ability to work solo and as a team member.

– Strong work ethic and customer problem-solving passion.

THE BAR — WHAT YOU MUST PROVE

New Business Development: Successfully closed $1M+ in new business annually.

Communication Skills: Delivered impactful presentations to C-level executives.

Independence & Teamwork: Led solo initiatives and collaborated on team projects.

Work Ethic: Consistently exceeded sales targets through dedication and drive.

YOUR PATH

Reports to Regional Sales Manager. Potential growth into Senior Account Executive or Sales Manager within 12-18 months.

Your growth at TestMu AI is mapped to what you ship — not how long you've been here.

Minimum 2 years of proven experience in B2B or Enterprise sales (preferably in SaaS, IT, or cybersecurity).

● Key Account & Post-Sales Management

● Data Management & Cross-Functional Collaboration

● Sales Campaigns & Client Engagement

● End-to-End Sales Management

About the Role

We are looking for a high-energy, consultative, and commercially driven Account Executive – Microsoft Azure to accelerate Comprinno's Azure business.

This is a new-business acquisition and revenue-growth role. The Account Executive will identify, develop, qualify, and close Azure-led opportunities across mid-market, digital-native, and enterprise customers. The role will work closely with Microsoft, Comprinno's Partnerships team, Presales, Cloud Engineering, Data & AI, Managed Services, Marketing, and executive leadership.

The ideal candidate should understand enterprise technology sales and be capable of engaging CIOs, CTOs, Engineering leaders, Infrastructure leaders, Data/AI leaders, and business stakeholders around transformation initiatives.

This is not a transactional cloud-reselling role. We are looking for someone capable of developing consultative, multi-service customer relationships.

Role Charter

The Account Executive owns:

Prospect → Discover → Qualify → Shape → Propose → Negotiate → Close → Handover

The primary objective is:

Acquire new Azure customers and maximize the strategic value of every new customer relationship.

The Account Executive owns the commercial opportunity and closure.

Presales and Engineering own deep technical solutioning.

Customer Success owns post-sale retention and expansion following successful handover.

Key Responsibilities

1. Azure Business Development

• Build and execute a territory and account strategy for Comprinno's Azure business.
• Identify new-logo opportunities across target customer segments.
• Develop opportunities through:
• Direct prospecting
• Marketing-generated leads
• Microsoft referrals and co-sell
• Partner ecosystem
• Events and industry networks
• Existing executive relationships
• Build a healthy pipeline capable of consistently achieving revenue targets.
• Identify organizations undergoing cloud adoption, migration, modernization, Data/AI transformation, or infrastructure optimization.
• Develop multi-threaded relationships within target accounts.

2. Consultative Enterprise Selling

Engage customers around business and technology outcomes rather than individual Azure services.

Understand:

• Business objectives
• Existing technology landscape
• Cloud strategy
• Application portfolio
• Infrastructure challenges
• Security requirements
• Data & AI priorities
• Cost challenges
• Availability and resilience requirements
• Modernization roadmap

Translate those conversations into qualified opportunities for Comprinno.

Build relationships with decision-makers and influencers across CIO, CTO, CISO, Engineering, Infrastructure, Cloud, Data/AI, Procurement, and Finance functions.

3. Azure Solution Sales

Develop opportunities across Comprinno's Azure portfolio, including:

• Azure Cloud Migration
• Application Modernization
• Database Modernization
• Cloud-Native Engineering
• DevOps & Platform Engineering
• Kubernetes & Containerization
• Azure Managed Services
• Cloud Security & Compliance
• FinOps / Cost Optimization
• Disaster Recovery & Business Continuity
• Data Engineering & Analytics
• AI / Generative AI
• Agentic AI
• Cloud Consulting & Assessments

The AE is not expected to be a Solution Architect, but must possess sufficient technical understanding to conduct credible discovery conversations and identify when specialist technical involvement is required.

4. Microsoft Co-Sell & Ecosystem Engagement

• Build strong working relationships with relevant Microsoft field sellers, partner teams, solution specialists, and account teams.
• Identify joint account opportunities and participate in account mapping.
• Develop Microsoft-sourced and Microsoft-influenced pipeline.
• Work closely with Comprinno's Strategic Partnerships & Ecosystem team on joint GTM initiatives.
• Leverage appropriate Microsoft partner programs, marketplace opportunities, incentives, and funding mechanisms.
• Participate in joint customer meetings, workshops, events, and campaigns.
• Maintain disciplined follow-up on partner-generated opportunities.

The objective is to turn the Microsoft relationship into a repeatable customer-acquisition channel, not simply maintain partner engagement.

5. Opportunity Qualification

Apply disciplined qualification before significant technical and organizational resources are committed.

Establish:

• Customer problem
• Business impact
• Technical need
• Decision criteria
• Budget/commercial viability
• Decision-making stakeholders
• Competition
• Procurement process
• Expected timeline
• Next actions

Disqualify weak opportunities early and focus resources on opportunities with meaningful closure potential.

6. Opportunity Shaping & Solution Development

• Bring Presales and Engineering teams into qualified opportunities at the appropriate stage.
• Coordinate customer discovery workshops.
• Ensure technical teams clearly understand customer objectives and commercial context.
• Help shape solutions around business outcomes rather than technology alone.
• Coordinate assessments, workshops, POCs, proposals, and solution presentations.
• Ensure proposed solutions align with customer expectations, commercial realities, and Comprinno's delivery capabilities.

7. Commercial Ownership & Closure

Own the commercial lifecycle through closure.

• Develop proposals and commercial strategy.
• Coordinate pricing with internal stakeholders.
• Lead commercial negotiations.
• Navigate customer procurement processes.
• Coordinate SOWs, contracts, NDAs, and commercial approvals.
• Maintain momentum across complex buying cycles.
• Identify and resolve barriers to closure.
• Ensure opportunities have clear next actions and owners.

The AE remains accountable until the business is commercially closed, rather than treating proposal submission as the end of the sales process.

8. Pipeline & Forecast Management

• Maintain accurate opportunity information in HubSpot.
• Build sufficient pipeline coverage against quota.
• Maintain realistic close dates and opportunity stages.
• Conduct regular pipeline reviews.
• Forecast revenue accurately.
• Identify stalled opportunities and develop recovery strategies.
• Maintain clear next steps for every active opportunity.
• Ensure HubSpot remains the single source of truth for sales activity.

9. Land-and-Expand Strategy

The initial Azure engagement should be viewed as the beginning of a broader customer relationship.

Identify potential customer lifecycle paths such as:

Migration → Modernization → Managed Services → Security → Resilience → Data & AI

or

Data/AI → Cloud Modernization → Platform Engineering → Managed Services

The AE should establish the broader account potential during the acquisition process and capture it as part of the account strategy.

Following successful onboarding, expansion ownership transitions to the Customer Success organization.

10. Sales-to-Customer-Success Handover

• Ensure structured handover after customer acquisition.
• Transfer customer context, stakeholders, commitments, commercial terms, risks, and identified future opportunities.
• Introduce the Account Manager – Customer Success as the long-term commercial relationship owner.
• Remain engaged during the transition where executive or relationship continuity is required.

The objective is to create a seamless:

AE → Delivery → Customer Success

customer experience.

Required Qualifications & Skills

• Bachelor's degree in Engineering, Technology, Business, Management, or related discipline.
• 5–8 years of B2B technology sales experience, preferably in Cloud, IT Services, Digital Transformation, SaaS, Infrastructure, Data, or Security.
• Demonstrated experience acquiring new enterprise or mid-market customers.
• Experience carrying and achieving revenue or bookings targets.
• Experience managing complex B2B sales cycles involving multiple stakeholders.
• Strong understanding of cloud computing and enterprise technology.
• Working knowledge of Microsoft Azure and the Microsoft technology ecosystem.
• Ability to engage credibly with CIO/CTO/VP/Director-level stakeholders.
• Strong discovery, qualification, negotiation, and closing skills.
• Experience coordinating Presales and technical teams during sales cycles.
• Strong commercial acumen.
• Excellent communication, presentation, and executive-engagement skills.
• Strong CRM and forecasting discipline.
• Entrepreneurial mindset and bias for execution.

Desired Qualifications & Skills

• Previous experience selling Azure consulting, migration, modernization, or managed services.
• Experience working for a Microsoft Partner, cloud consulting company, MSP, or systems integrator.
• Existing relationships within the Microsoft field organization are highly desirable.
• Experience with Microsoft co-sell and partner-led GTM.
• Exposure to Azure Marketplace and Microsoft partner programs.
• Experience selling Data, AI, Generative AI, Security, DevOps, or Managed Services.
• Understanding of cloud economics and FinOps.
• Microsoft Azure Fundamentals or other Microsoft certifications are advantageous.
• MBA or equivalent business qualification is advantageous but not mandatory.

What We're Looking For

We are looking for someone who:

• Is fundamentally a hunter and new-business builder.
• Can open doors rather than depending entirely on inbound leads.
• Understands consultative technology selling.
• Is technically curious without trying to become the Solution Architect.
• Can engage both technology and business stakeholders.
• Builds strong relationships with Microsoft sellers and converts those relationships into opportunities.
• Knows when to qualify aggressively and when to walk away.
• Maintains strong pipeline and CRM discipline.
• Is comfortable navigating ambiguity while we rapidly scale our Azure business.
• Takes ownership from the first conversation through signed contract.
• Thinks beyond the initial transaction toward long-term customer value.

Why Join Comprinno

• Play a foundational role in building and scaling Comprinno's Microsoft Azure business.
• Sell transformation rather than a narrow technology product.
• Work across Cloud, Modernization, Security, Data, AI, Managed Services, and Platform Engineering.
• Build relationships with Microsoft and enterprise technology leaders.
• Work closely with experienced Cloud, AI, Presales, and Engineering teams.
• Participate directly in building a new growth engine within an established cloud technology company.
• Grow with an organization expanding from a strong AWS foundation into a broader multi-cloud and AI transformation company.

This is a high-ownership, founder-facing GTM role.

You will be responsible for identifying, engaging and converting enterprise accounts and building a predictable pipeline for Pingbix.

You will work closely with the Founder, Product, Engineering and Customer Success teams to understand customer problems, create business cases, run POCs and convert them into long-term enterprise relationships.

This is not a role for someone who only wants to manage inbound leads.

We are looking for someone who can hunt, sell, build relationships and close.

What You'll Do

Enterprise Sales & New Business

• Identify and acquire enterprise customers across BFSI, fintech, D2C, consumer internet and other high-volume communication businesses.
• Build and manage your own enterprise pipeline.
• Prospect CXOs, founders, CTOs, CIOs, CMO/Head of Growth, Customer Experience and Digital leaders.
• Conduct discovery meetings and understand customer communication challenges.
• Position Pingbix across SMS, WhatsApp, RCS, Voice and AI-powered communication.
• Build business cases and ROI-led proposals.
• Drive POCs from discovery → solution → implementation → commercial closure.
• Own the sales cycle from first conversation to signed contract.
• Build long-term relationships with strategic accounts.

GTM & Market Development

• Identify new ICPs, industries and use cases for Pingbix.
• Develop account-based sales strategies for high-value prospects.
• Research competitors and understand the CPaaS, MarTech and AI communication landscape.
• Work with the Founder to develop new GTM plays.
• Build partnerships and channel opportunities where relevant.
• Help develop repeatable sales processes as the company scales.

Cross-functional Ownership

Work closely with:

• Founder & CEO
• Product
• Engineering
• Solutions / Pre-sales
• Customer Success
• Marketing

to ensure customer requirements are translated into successful deployments.

Regional Sales Manager ERP and Enterprise Software

Location: Bangalore, Hyderabad or Chennai

Experience: 8 to 13 years

Job Description

The ideal candidate will have strong B2B enterprise sales experience, a proven track record in new customer acquisition and the ability to manage complex sales cycles involving senior business decision makers.

Key Responsibilities

Drive new business acquisition for ERP and enterprise software solutions.

Identify prospective enterprise clients and develop new business opportunities.

Build relationships with CEOs, CFOs, CIOs, company promoters and other key decision makers.

Manage the complete sales cycle from prospecting and client meetings to negotiations and deal closure.

Develop and maintain a strong pipeline of enterprise accounts.

Identify business opportunities across manufacturing, retail, consumer goods and distribution industries.

Expand the company's presence across Karnataka, Telangana, Andhra Pradesh, Tamil Nadu and Kerala.

Travel across South India to meet prospective clients and develop business relationships.

Required Skills and Qualifications

8 to 10+ years of experience in B2B corporate or enterprise sales.

Strong experience in hunting sales and new client acquisition.

Experience selling ERP, enterprise software, IT solutions or IT hardware.

Understanding of ERP sales across cloud, on premise or industry specific solutions.

Proven ability to manage long sales cycles and close high value enterprise deals.

Experience engaging senior management and C suite decision makers.

Excellent communication, negotiation and presentation skills.

Willingness to travel extensively across South India.

Preferred Background

Candidates from ERP software companies, SaaS, CRM, WMS, SAP or Oracle partner organizations, niche ERP providers and large IT resellers are preferred.

Work Location

Bangalore, Hyderabad or Chennai, depending on the candidate's current location and business network.

Valuedesign Services Pvt Ltd (Formerly known as ValuAccess Service Pvt Ltd)

Valuedesign is a leading provider of customized prepaid, gift card, and loyalty solutions, empowering businesses to engage with customers and strengthen their brands. The company is publicly listed in Japan and operates in multiple countries, including India. Valuedesign offers a wide range of solutions featured in top banks' rewards catalogues and coalition loyalty programs , reaching over 100,000 stores and working with 1,000+ brands.

·       Job Title: Enterprise Business Development Manager

·       Role Description

This is a full-time on-site role for an Enterprise Sales Manager located in Mumbai (Mulund West). The role involves conducting sales presentations, account management, lead generation, sales operations, and driving sales growth through strategic sales initiatives.

·     Job Description

• The person will own sales, revenue numbers & should have a track record of delivering on same.
• Take ownership of and drive business relationships with large/Medium corporate enterprises from generating Sales Lead, Leading Client thru Sales Cycle, Negotiating & Closing cases.
• Be able to directly interact & maintains sustainable relationships with the appropriate customer's key decision-makers (levels: CEO/CMO/CTO)
• Have worked extensively in solution selling.
• Develop strategies and business plans for meeting growth and revenue milestones
• Qualify opportunities and build business pipeline
• Understand customer problems and work with technical team to build solutions.
• Develop and execute strategies to drive business in new and existing markets
• Enable success through relationship management, cross-functional planning, and analytical insights and support
• Support to develop and executes the agreed customer strategy
• Support the account business targets and is responsible for the achievement of the same.
• Support to develop a strategic partnership/alliance partner to drive mutually beneficial revenue opportunities

·     Desired Candidate

• 6-8 years’ Experience of services selling like Solution Selling, Gift Cards Platforms, Loyalty Programs or Software services, IT Solutions/ Software (SaaS)
• Track record of meeting the target numbers from year-on-year
• Significant experience with face-to-face presentations to executive level decision makers
• Show consistent success with a maintaining and building client relationships within an enterprise account base
• Experience creating and developing long-term client relationships
• Evidence of high performance, entrepreneurial spirit and team player
• Graduate, MBA in Sales/ Marketing will be an advantage
• Excellent communication in English and local language
• Ready to work as an Individual Contributor and travel across the required region.

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 opportunity 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.