- Growth of Revenue and Profitability numbers for the key accounts
- Development and implementation of growth strategies for each account
- Tracking of competition in the Key accounts and remain ahead
- Pre-emption and resolution of issues, working with the customer and the Delivery teams to manage escalations
- Building of a reputation of easiest to work with with each Key Account
- Application of market research and market analysis to improve customer experiences
- Development of pipeline strategies and flow models to ensure targeted order inflows are achieved and balanced into Projects
- Ideation / design / co-creation of innovative solutions for Key Client.
- Go-to person both internally and in the Key Client s organization for customer information, competitor information and market information
- Moving of the relationship from vendor / supplier to trusted partner / partner of choice
- Voice of customer with in Lumiq
- Responsibility for RFI & RFP to customer
- Internal / External Interactions
- Who is the natural work team internally? Who in the external world does the role-holder have to influence?
- Internal - Business Leaders, Tech Leads
- External - Customer teams, CXOs
- Time Horizon & Impact to Organisation
- What impact can the role make? What is the legacy he/she wants to leave behind? Over what timeframe can performance be judged?
- Contribute to company growth
- Should establish the Company as a partner of choice in the Customer s organization in 12 months
- Customer account growth
- New initiatives driven for the customer account
- Group Medical polices - INR 5,00,000 with Private room.
- Equal Employment Opportunity
- Maternity Leave
- Skill Development
- 100% Sponsorship for certification
- Work Life balance
- Flexible work hours
- Zero Leave tracking
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Description
Role Summary
What is the purpose of this role? Why does it exist?
This role is accountable for customer relationship management and mining of named key customer accounts
Experience & Skills
OVERALL EXPERIENCE7-10 years of experience in Strategic Account Management
Experience in working across levels in the Customer Organization
Experience in the IT Products Industry preferable
FUNCTIONAL EXPERIENCE
Keen understanding of customer needs and a track record of consultative selling and solutioning
Hands-on in negotiating pricing agreements
Proven ability to grow accounts significantly
Skilled in multi-level customer engagement
Techno-commercial knowledge
LEADERSHIP SKILLS
Experience in working and aligning with Solutions Architects and Delivery Managers
Ability to create an impact in the Customer s Organization
PERSONAL SKILLS
Results driven
Strong relationship skills an extrovert
Self driven - dont wait for others to push
Continuous learner - hungry to learn and experiment
Solution focussed - hunts for problems and focuses on solving them in timely and effective manner; ability to anticipate and re-align
Trustworthy - someone to lean & count on
Committed - figures out how to get something done
Logical & Street Smart with critical thinking skills;
Flexible - ready for adjustment for success of assignments
Empathetic - good listener and being able to put oneself into others shoes
Engineer (BTech) & MBA
ORGANISATIONAL STRUCTURE
Reporting to Sales Head
Key Accountabilities
What are the most important deliverables and outputs/outcomes the role is primarily responsible for?
Revenue
Growth of strategic business in each named account
CSAT for each account
Growth of share of wallet in each account
Creative proposals and pricing models for complex customer situations
Support Marketing efforts positioning the Company as a dominant player in the respective target market
RequirementsRoles and Responsibilities
Major R&R of this role are:
Benefits
Experience in managing large Data/AI bids/proposal Excellent customer facing and presentation skills Excellent writing and quantitative skills, specifically related to proposals, RFI/RFP response and excellent MS Office Skills - Word, PPT Desirable - Having experience of managing bids and proposal in Data/AI Bachelor degree in IT/CS Excellent multi tasker Excellent writing skills