Account Manager

HCLTech; Dadri; On-site; INR 3,500,000 - 6,000,000; Full time

Job summary

HCLTech in India is seeking an experienced Sales Account Manager to manage and expand strategic enterprise accounts across the France region while located in India. This role focuses on strengthening relationships, driving revenue growth, and collaborating with cross-functional teams.

The ideal candidate has 10–12 years of enterprise sales experience, experience with European customers, offshore delivery, and strong negotiation and stakeholder engagement skills.

Qualifications

• MBA or equivalent master’s degree with 10–12 years of experience in enterprise sales.
• Experience with international customers, preferably across Europe and France region.
• Strong commercial acumen with expertise in contract negotiations, pricing, and account growth.

Responsibilities

• Manage strategic enterprise accounts with stakeholders in India, France, and Europe.
• Build trusted relationships with senior decision-makers and conduct regular business reviews.
• Identify opportunities for cross-selling, upselling, and revenue expansion.
• Own end-to-end sales lifecycle and coordinate with solution consultants, delivery, and cross-functional teams.
• Maintain accurate forecasting and CRM data; support in negotiations and renewals.

Skills

Strategic Account Management

Enterprise Sales

Business Development

Contract Negotiations

Cross-functional Collaboration

Client Relationship Management

Presentation Skills

Communication

Education

Master’s degree in Business Administration, Marketing, Engineering, Commerce, or related

Job description

Location: Noida, India (Offshore)

Employment Type: Full-Time

Position Summary

We are seeking an experienced, customer-focused, and commercially driven Sales Account Manager to manage and expand strategic enterprise accounts across the France region while located in India. This role is responsible for strengthening customer relationships, manage existing business, driving revenue growth, identifying new business opportunities, and ensuring successful collaboration between customers and cross-functional teams.

The ideal candidate will have a strong background in enterprise account management, consultative selling, and stakeholder engagement, with a proven track record of growing existing accounts and delivering measurable business outcomes. Experience working with European customers, (France is an added advantage), within an offshore delivery model is highly desirable.

Key Responsibilities

Strategic Account Management

• Manage strategic enterprise account (s) that has stakeholders in India and France (and Europe).
• Build and maintain trusted relationships with senior stakeholders, and key decision-makers.
• Conduct regular business reviews and governance meetings to understand customer priorities.
• Develop long-term account plans focused on customer success, retention, and sustainable growth.
• Monitor account health and proactively address risks, escalations, and customer concerns.

Business Growth & Revenue Expansion

• Identify opportunities to expand existing business through cross-selling, upselling, and solution-based selling.
• Build and maintain a qualified sales pipeline within assigned accounts while ensuring forecast accuracy.
• Achieve assigned revenue, profitability, and growth objectives through effective account planning and opportunity management.

Opportunity & Sales Management

• Own the complete sales lifecycle for opportunities within existing customer accounts.
• Partner with solution consultants, pre-sales, delivery, and technical teams to design customer-centric solutions.
• Support in commercial discussions, pricing negotiations, contract renewals, and business proposals.
• Maintain accurate opportunity tracking, forecasting, and account data within CRM systems.

Cross-Functional Collaboration

• Work closely with sales, delivery, operations, finance, legal, and leadership teams to achieve customer and business objectives.
• Support regional account planning initiatives and strategic growth programs.
• Share customer insights and market intelligence to improve organizational effectiveness and customer value.
• Ensure compliance with organizational sales processes, governance standards, and CRM best practices.

Required Qualifications

• Master’s degree in Business Administration, Marketing, Engineering, Commerce, or a related discipline.
• 10-12 years of experience in Enterprise Sales, Strategic Account Management, Business Development, or Client Relationship Management.
• Demonstrated success in managing and growing enterprise customer accounts.
• Experience working with international customers, preferably across Europe and the France region.
• Strong commercial acumen with expertise in contract negotiations, pricing, and account growth.
• Proven ability to manage complex sales opportunities involving multiple stakeholders.
• Excellent communication, presentation, and relationship-building skills.
• Ability to thrive in a global, cross-functional, and customer-centric environment.

Preferred Qualifications

• Experience in IT Services, Digital Engineering, Technology Consulting services.
• Strong understanding of French and broader European business environments.
• Experience supporting customers through an offshore-global delivery model.
• French language proficiency is highly desirable.
• Experience managing large strategic enterprise accounts and executive-level customer relationships.

Core Competencies

• Strategic Account Management
• Enterprise Customer Relationship Management
• Consultative & Solution Selling
• Revenue Growth & Account Expansion
• Opportunity & Pipeline Management
• Commercial Management
• Delivery Governance
• Executive Presentation
• Problem Solving & Decision Making
• Cross-Functional Collaboration

Key Performance Indicators (KPIs)

• Revenue growth across assigned accounts
• Customer retention and satisfaction (CSAT)
• Upsell and cross-sell revenue achievement
• Pipeline generation and opportunity conversion
• Contract renewal and extension success
• Account profitability and margin improvement
• Forecast accuracy and CRM compliance
• Achievement of quarterly and annual sales targets

Ideal Candidate Profile

The successful candidate is a strategic and customer-centric sales professional with a passion for building long-term client partnerships and driving sustainable business growth. They possess strong commercial acumen, exceptional relationship management skills, and the ability to navigate complex enterprise environments. With experience supporting French or European customers from an offshore delivery model, they excel at collaborating across global teams, identifying new business opportunities, and consistently delivering value to both customers and the organization.