Key Account Manager Job Description:
The primary responsibility of this role is Account Mining and enhancing relationships with key customers to ensure long term account association. The role requires in depth knowledge of Cloud technology and strategizing based on analysis of competition and market. To leverage our strengths in addressing customer challenges in order to grow the account and minimize revenue outflow by ensuring compliance of company policy and guidelines.
-3+ years of work experience in Sales / Business Development.
-MBA from a Reputed Institute.
Key Account Manager (Farming)
To farm opportunities by monitoring the level of business achieved and identify opportunities to generate more business from existing clients by providing the client organization with technical and budgetary information on planned, new or enhanced products and services. Utilize in-depth project management knowledge and skills for further account mining activities for growing the account.
Preparation of a detailed Account Plan by coordinating and engaging with the BDE team, Engagement Manager and respective stakeholders. Review the final Account plan and ensure it meets the required standards of compliance
Resolve any disputes relating to agreement finalization and amounts invoiced. Follow up with client for release of payments to minimize revenue risk for the firm. Track Customer Satisfaction and Extremely Low Frequency to minimize revenue outflow for services delivered and enhance client satisfaction.
Customer Relationship Management:
Establishes productive, professional relationships with key personnel in assigned customer accounts. Identify and respond to opportunities for providing products and services to the customer, liaising with those responsible for creating revenue for our organization. Inform internal stakeholders regarding customer complaints relating to project execution, negotiations on MSAs/SOW etc. Set expectations and periodic reviews for the client before presentation of Account Relationship document. Collaborate with client through conferences and events for mutual benefit. Include speakers with whom the client can connect with for discussions and possible solutions to client the client problem. Position us as a trusted partner that creates value addition for the customer and for whom the client can increase its spend by leveraging multiple services or increasing the current business.
Contract & MSA:
Work closely with internal and client stakeholders to ensure quick and amicable closure of contract / MSA with an acceptable risk to earned value.
Create a market and customer analysis with respect to the specific Account. Create and communicate the strategy based on the analysis to the Account team to utilize our services that benefit the client. Introduce information based on competitor analysis to track the changes in the industry and make Cloud.in cognizant of technologies /processes/perspective that we should begin to integrate for remaining relevant in the market.
Provide the client with an in-depth analysis of the opportunities that can be explored for mutual benefit in a way that positions our relationship with the client strategically.
Provide respective internal stakeholders with account specific information pertaining to client competitor/s and opportunities being leveraged in the market to help in the logical validation of our proposal/business case.
Provide client overview and Account background to the internal stakeholders to create a united team which focuses its efforts to create maximum value for the client. Arrange well-timed meetings that involve sales, industry or horizontal specialists in order to demonstrate to client that Cloud.in has credible expertise in other areas than the one currently being provided. Enable measures that increase client interaction with the diverse service lines creating opportunities for upselling, cross selling, domain solutions, other services, and Intellectual property selling
Proposal Review, Negotiation and closure:
Review proposal created by internal stakeholders to formulate a win price for the business value being delivered. Anticipate client objections and identify clients who object to our services prior to handling negotiations so as to remain equipped with supporting data/reports/analysis to invalidate the objections. Negotiate with client representatives on SOW with a combined value defined by us and articulate business value to win the deal at a premium price.
Desired Candidate Profile
Please refer to the Job description above
UG: Any Graduate - Any Specialization
PG:MBA/PGDM - Any Specialization, Information Technology, International Business, Marketing, Systems, MCA - Computers, M.Tech - Any Specialization, Computers
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Hostin Services Private Limited (cloud.in)
Cloud.in is one of the leading Cloud Managed Service Providers located in Pune with presence all over India. At Cloud.in we have the top priority in keeping our clients' workloads up and running since 1999. Cloud.in is a division of Hostin services Private Limited.
Cloud.in is an AWS Advanced Consulting Partner and AWS Channel Reseller Partner that has skilled, experienced team of professionals who strive to encourage the growth of the business. Our team provides the best services for the business, be it in any industry vertical. With extensive experience in past years and the right set of skills, we help clients achieve their goals. Our approach and framework make the journey through the Cloud simple without any pitfalls.
We ensure Business Continuity and management of the workloads in a smooth manner, ramping up the growth. We adhere to values that are designed to ensure that we put customer needs first, and we always aim to deliver superior customer experience. We believe in adding value to our customers with the use of suitable cloud technologies. We enable our customers to leverage the benefits of reduced cost of operation, decreased time to market and the scalability of enterprise workloads.
With our extensive experience in the industry, we have been driving innovation and helping customers transform their business model. We value our customers and so the investment, therefore, we aim to provide the most optimized solutions that will tend to make your cloud journey smooth and concise.
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