Strategic Enterprise Account Manager - India
Location:India
Languages:English
Seniority level:Senior
Skills:
LeadershipBusiness DevelopmentStrategic ManagementNegotiationRelationship buildingAccount ManagementCross-functional collaborationSales experienceCustomer SuccessSaaS
Requirements:
Demonstrated success working with and through channel partners (VARs, MSPs, SIs) in the India region. A stable career history demonstrating tenure and progression within Enterprise SaaS organizations. A documented history of consistent over-performance against quota (renewals and expansion). Bachelor’s degree required; MBA is highly preferred. Willingness and ability to travel up to 25% for onsite customer engagement, partner meetings, QBRs, and industry events within India. Deep familiarity with complex sales methodologies (Challenger, MEDDIC, SPIN).
Responsibilities:
Protect and grow a significant Book of Business. Drive deep account engagement through Executive Business Reviews (EBRs), roadmap discussions, and strategic value mapping. Analyze customer health and usage data to identify risks and uncover opportunities. Collaborate closely with Value Added Resellers (VARs), System Integrators (SIs), and MSPs. Coordinate with partners to streamline renewals, identify expansion opportunities, and drive co-sell motions. Lead the account strategy, aligning Customer Success, Marketing, Channel teams, and Leadership. Own the commercial integrity of the account, maintaining accurate forecasts for Net ARR and renewal rates.
