Key Account Manager

AQM Technologies Pvt Ltd.; Mumbai; On-site; INR 2,800,000 - 4,200,000; Full time

Job summary

AQM Technologies Pvt Ltd. is seeking an experienced Key Account Manager to lead IT services sales and strategic account growth in Mumbai.

You will manage enterprise relationships, develop revenue-driving account plans, and collaborate with delivery teams to propose solutions across Digital Engineering, DevOps, and Quality Engineering. The role emphasizes farming and expanding existing engagements, cross-sell and upsell opportunities, negotiations, andCXO-level engagement with CIO/CTO and Digital

Qualifications

• 8+ years of experience in IT Services Sales or Enterprise Sales.
• Proven track record in farming and growing enterprise accounts.
• Strong CXO-level relationship management and stakeholder engagement.
• Experience with cross-selling, upselling, renewals and expansions.

Responsibilities

• Own and manage strategic accounts with long-term relationships.
• Develop account plans focused on revenue growth and retention.
• Identify opportunities to expand engagements into new projects and units.
• Drive cross-sell, up-sell, renewals and extensions.
• Increase wallet share within strategic accounts.
• Understand customer priorities, budgets, and upcoming requirements.
• Lead RFP/RFI responses and commercial negotiations.
• Collaborate with Pre-Sales, Delivery, and Solution teams to propose solutions.
• Maintain pipeline and achieve revenue targets.
• Track market trends to identify opportunities.

Skills

IT Services Sales

Key Account Mgmt

Enterprise Sales

CXO Relationships

Cross-selling

Upselling

Account Expansion

Negotiation

Presentations

Consultative Selling

Job description

AQM Technologies is a leading provider of Quality Engineering, Software Testing, Digital Engineering and Digital Transformation services. We work with enterprises to deliver scalable and business-focused technology solutions.

Role Overview

We are looking for an experienced Key Account Manager with a strong background in IT Services sales and strategic account management.

The candidate will be responsible for managing and growing key enterprise accounts, developing strong client relationships, identifying new business opportunities, and driving revenue growth through account farming, cross-selling, up-selling, and expansion of existing engagements.

The ideal candidate should have a strong understanding of IT Services and the ability to engage with senior technology and business stakeholders.

Key Responsibilities

Account Management & Growth

• Own and manage strategic customer accounts and build long-term relationships.
• Develop and execute account plans focused on revenue growth, retention, and account expansion.
• Identify opportunities to expand existing engagements into new projects, business units, applications, and functions.
• Drive cross-sell, up-sell, renewals, extensions, and additional project opportunities.
• Increase AQM's wallet share within strategic accounts.
• Understand customer priorities, technology initiatives, budgets, and upcoming requirements.

Client & CXO Engagement

• Build strong relationships with CIOs, CTOs, CISOs, Technology Heads, Engineering Heads, and Digital leaders.
• Conduct regular client meetings, account reviews, and business discussions.
• Understand client challenges and position relevant AQM technology services and solutions.
• Establish AQM as a trusted technology partner within key accounts.
• Identify and develop opportunities across Digital Engineering, DevOps / DevSecOps, Quality Engineering, and Digital Transformation.
• Work closely with Pre-Sales, Delivery, and Solution teams to develop relevant solutions and proposals.
• Lead RFP/RFI responses, presentations, commercial discussions, negotiations, and closures.
• Manage opportunities through the complete sales cycle.

Business Development

• Identify new opportunities and new stakeholders within existing accounts.
• Generate referrals and leverage existing relationships to open new accounts where required.
• Maintain a healthy pipeline and achieve assigned revenue targets.
• Track market and customer trends to identify potential business opportunities.

Requirements

• 8+ years of experience in IT Services Sales / Key Account Management / Enterprise Sales.
• Mandatory: Experience working with an IT Services / Technology Services company.
• Proven experience in farming and growing existing enterprise accounts.
• Strong track record in cross-selling, up-selling, account expansion, renewals, and additional project closures.
• Experience selling IT Services, preferably including Digital Engineering,Quality Engineering, or Digital Transformation.
• Strong enterprise account management and CXO-level relationship management experience.
• Experience managing BFSI accounts will be preferred.
• Strong communication, negotiation, presentation, and consultative selling skills.
• Ability to work effectively with Sales, Pre-Sales, Delivery, and Solution teams.