01Overview
Business Overview The role is part of the enterprise sales function within a leading Skills & Talent Development organization such as NIIT Limited, focused on delivering IT education, corporate training, and consulting-led learning solutions to B2B clients across industries. The business partners with large enterprises to drive workforce transformation through customized learning and capability development solutions.
The Key Account Manager (KAM) is responsible for managing, nurturing, and expanding relationships with a defined portfolio of strategic accounts while also acquiring new enterprise customers within the assigned geography. The role focuses on value-based and consultative selling of IT education and training solutions to large B2B clients. Success in this position is measured by sustained revenue growth, profitability, customer retention, and strategic account expansion. The KAM plays a critical role in driving long-term client partnerships and contributing to the organization's overall revenue and margin objectives.
Strategic Account Growth & Revenue Ownership
Own and drive revenue from the entire set of defined strategic accounts across India.
Ensure achievement of revenue, order intake, collection, and margin targets.
# Customer Strategy & Account Planning
Develop comprehensive account plans aligned with client business goals.
Identify and convert new enterprise prospects into long-term customers within the geographic zone.
# Commercial & Contract Management
~ Negotiate commercials, ensure favorable margins, and manage contract lifecycle.
# Customer Relationship & Stakeholder Management
Drive customer satisfaction measurement and feedback management.
# Sales Enablement & Marketing Collaboration
~ Support and implement sales and marketing campaigns targeted at enterprise accounts.
# People & Partner Collaboration
Work effectively in a matrixed environment across delivery, pre-sales, and regional teams.
Manage partner relationships where applicable.
Experience Required
15+ years of successful B2B sales experience with a proven track record in consulting/advisory/value-based selling.Minimum 10+ years in IT Education / Corporate Training sales to B2B clients.Demonstrated experience in generating 2+ Crore annual revenue per strategic account .Experience managing complex, multi-location enterprise accounts across India.
Collections
# Strategic Account Penetration
Preferably MBA (Marketing / Sales / Business Management)
Proven new business development capability within enterprise accounts
Strong executive selling skills and C-suite engagement experience
Experience in IT Education / Training / Consulting solutions selling
Competitive intelligence tracking and market awareness
Experience working in matrixed organizations
Strong commercial acumen and margin orientation
Customer satisfaction measurement and management
Excellent English communication skills
High networking capability
Conflict management skills
