Enterprise Account Manager

NIIT Limited; Hyderabad; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

NIIT Limited is seeking a seasoned Enterprise Sales professional in Hyderabad to lead new business development for IT training and learning solutions. You will own the end-to-end sales cycle, from prospecting to deal closure, while collaborating with cross-functional teams to tailor offerings to client needs.

The role requires 5+ years in B2B enterprise sales, strong relationship skills with CXOs and HR leaders, and deep knowledge of enterprise tech domains.

Qualifications

• 5+ years of B2B enterprise sales experience in IT/EdTech or related sectors.
• Experience selling Technical Training, Learning Solutions, IT Training or Enterprise Solutions.
• Strong knowledge of enterprise tech domains (Cloud, Cyber Security, AI/ML, Data Science, DevOps).
• Ability to engage and influence CXOs, L&D Heads, HR Leaders, IT Heads & Business Leaders.
• Experience selling to GCCs, MNCs, GSIs and Fortune 500 firms.
• Experience selling in the Indian domestic enterprise market.

Responsibilities

• Develop and execute a comprehensive sales and business development strategy aligned with company goals.
• Conduct market research to identify new target markets and customer segments.
• Generate qualified leads through prospecting, networking, and cold calling.
• Develop relationships with potential clients, understanding their needs and pain points.
• Craft compelling presentations communicating the value proposition of NIIT's services.
• Negotiate and close deals, ensuring adherence to pricing and terms.
• Track sales metrics and identify areas for improvement.
• Collaborate with other departments to run effective sales campaigns.
• Stay updated on industry trends and competitor activity.
• New business development and new logo acquisition.

Skills

New logo acquisition

B2B sales

Enterprise sales

Lead generation

Consultative selling

Stakeholder management

Negotiation

CRM

Market research

Account mapping

Education

Bachelor's degree in engineering/CS/IT/BA

MBA (Sales/Marketing)

Tools

Salesforce

HubSpot

Zoho CRM

MS Excel

Job description

• Develop and execute a comprehensive sales and business development strategy aligned with company goals.
• Conduct thorough market research to identify new target markets and customer segments.
• Generate qualified leads through prospecting, networking, and cold calling.
• Develop strong relationships with potential clients, understanding their needs and pain points.
• Craft compelling sales presentations that effectively communicate the value proposition of our services.
• Negotiate and close deals, ensuring adherence to company pricing and other terms.
• Track and analyse sales performance metrics, identifying areas for improvement.
• Collaborate with other departments to develop and execute effective sales campaigns.
• Stay abreast of industry trends and competitor activity.
• New Business Development & Hunting (New Logo Acquisition)
• Account Mapping and Stakeholder Management
• Lead Generation, Prospecting & Cold Calling
• Consultative Selling and Solution Presentation
• Negotiation and Deal Closure
• Relationship Management with CXOs, L&D Leaders, HR and Business Heads
• Sales Pipeline Management and Forecasting
• Market Research and Competitive Analysis
• Excellent Communication, Presentation and Convincing Skills
• Understanding of Enterprise Technologies such as Cloud, Cyber Security, AI/ML, Data Science, DevOps, Digital Transformation, etc.
• CRM tools (Salesforce, HubSpot, Zoho CRM or equivalent)

Education Qualification & Certification

• Bachelors degree in engineering, Computer Science, Information Technology, Business Administration, or a related discipline.
• Relevant certifications in Sales, Cloud Technologies, or Enterprise Solutions will be an added advantage.

Preferred Qualifications

• - B.E./B.Tech
• - BCA/B.Sc. (Computer Science/IT)
• - MCA/M.Tech
• - MBA (Marketing/Sales) will be an added advantage.

Experience Range

• 5+ years of experience in B2B Enterprise Sales, with at least 5 years in selling Technical Training, Learning Solutions, IT Training, EdTech, or Technology Solutions.

Key experience overview:-

• Proven experience in new business development (Hunter role) and new logo acquisition.
• Demonstrated success in managing the complete sales cycle, including prospecting, lead generation, solution selling, negotiation, and deal closure.
• Strong understanding of enterprise technology domains such as Cloud, Cyber Security, AI/ML, Data Science, DevOps, and Digital Transformation.
• Excellent stakeholder management skills with the ability to engage and influence CXOs, L&D Heads, HR Leaders, IT Heads, and Business Leaders.
• Strong network and relationships within GCCs, MNCs, GSIs, and Fortune 500 organizations.
• Consistent track record of achieving or exceeding sales and revenue targets.

Industry / Geographical Exposure-

• Experience in selling to the Domestic / Indian Enterprise Market.
• Exposure to industries such as IT/ITES, BFSI, Manufacturing, Retail, Telecom, Healthcare, and Consulting will be preferred.