Key Account Manager – Enterprise Accounts

NovelVista Learning Solutions Pvt. Ltd.; Pune District; On-site; INR 1,200,000 - 2,400,000; Full time

Job summary

NovelVista Learning Solutions Pvt. Ltd. seeks an experienced enterprise account professional to grow and retain strategic corporate relationships for its learning services.

The Key Account Manager owns the account journey from opportunity development and solution shaping through commercial closure, delivery alignment, learner adoption, renewal and expansion. The role connects client business priorities with IT training, certification and digital technology learning solutions, while coordinating

Qualifications

• 5+ years in enterprise client relationship management or related roles.
• MBA in Marketing/Sales advantageous.
• Experience selling or managing L&D, HR tech, IT training solutions preferred.

Responsibilities

• Strategic Account Ownership: build account plans and engage senior decision makers.
• Business Development: create opportunities and drive expansion across existing relationships.
• Solution & Commercial Management: shape proposals, pricing, and contracting for opportunities.
• Client Success & Delivery: ensure smooth handover from sales to delivery and monitor learner outcomes.
• Market Insight & Operating Discipline: track market needs, maintain CRM records, and share insights.

Skills

Enterprise accounts

B2B sales

Stakeholder management

CRM proficiency

Negotiation

Education

MBA in Marketing/Sales

Graduate in any discipline

Tools

LinkedIn Sales Navigator

CRM software

Job description

NovelVista is seeking an experienced enterprise account professional to grow and retain strategic corporate relationships for its learning services. The Key Account Manager owns the account journey from opportunity development and solution shaping through commercial closure, delivery alignment, learner adoption, renewal and expansion. The role connects client business priorities with relevant IT training, certification and digital technology learning solutions, while coordinating internal teams to deliver a reliable client experience.

Key Responsibilities

• Strategic Account Ownership:
• Build and maintain account plans for assigned enterprise customers and priority prospects, including business priorities, stakeholder maps, whitespace opportunities, risks, and agreed next steps.
• Develop trusted relationships across L&D, HR, technology, procurement, business leadership, and functional teams; engage senior decision makers and position NovelVista as a long-term learning partner.
• Run structured account reviews and maintain clear action, decision, and escalation paths with client stakeholders and internal teams.
• Business Development and Growth:
• Create qualified opportunities through account research, referrals, professional networks, LinkedIn Sales Navigator, targeted outreach, and collaboration with other NovelVista business units.
• Lead discovery conversations to understand capability gaps, learner audiences, business outcomes, timelines, delivery preferences, and buying processes.
• Identify opportunities to expand existing relationships through relevant training, certification, and digital technology learning solutions; support new client acquisition and client empanelment where required.
• Solution and Commercial Management:
• Work with learning consultants, trainers, subject matter experts, and delivery teams to shape relevant proposals, learning pathways, implementation plans, and responses to client requirements or RFPs.
• Own proposals, presentations, negotiations, commercial follow-up, and contracting coordination for assigned opportunities; ensure scope, assumptions, pricing, and commitments are clear and approved.
• Carry revenue and account growth targets and manage account-level commercial performance, profitability, forecasting, and pipeline hygiene in line with delegated authority and company processes.
• Client Success and Delivery Partnership:
• Coordinate a smooth handover from sales to delivery and stay accountable for client communication, issue resolution, and follow-through throughout delivery.
• Partner with delivery teams to monitor schedules, learner participation, feedback, completion, certification outcomes where relevant, and service quality; address risks early and agree recovery actions.
• Review engagement outcomes with clients, capture feedback and business impact, and use the learning to strengthen adoption, satisfaction, renewal, and expansion.
• Market Insight and Operating Discipline:
• Track enterprise learning needs, local market trends, technology priorities, and competitor activity; share insights that inform relevant programs and account strategy.
• Maintain accurate CRM records, opportunity stages, account plans, forecasts, meeting notes, and reporting; follow consistent standards for quality, responsiveness, and data accuracy.
• Build effective working relationships with training owners, education stakeholders, functional subject matter experts, and internal teams to support timely decisions and transparent execution.
• Keep current with relevant digital technology developments and the learning and certification solutions in NovelVistas portfolio.

How Success Is Measured

• Achievement of agreed revenue, gross margin, and account growth goals.
• Retention, renewal, client satisfaction, and expansion across assigned accounts.
• Quality of pipeline coverage, forecast accuracy, account plans, and CRM records.
• Learner and client outcomes, including adoption, completion, feedback, and effective issue resolution.

Essential Requirements

• At least 5 years of experience in enterprise client relationship management, B2B business development, key account management, or a closely related role; demonstrated experience managing complex client stakeholders and growing accounts.
• Graduate in any discipline. An MBA in Marketing, Sales, or a related field is an advantage.
• Experience selling or managing solutions with L&D, HR, technology leaders, and functional owners is strongly preferred.
• Understanding of EdTech, corporate learning, IT training and certification, and digital technology learning solutions.
• Consultative selling, discovery, account planning, stakeholder mapping, and relationship building.
• Strong written and verbal communication, presentation, negotiation, and influencing skills.
• Commercial judgment, customer focus, and an outcomes-led approach to revenue and profitability.
• Self-directed, entrepreneurial, organized, and dependable, with strong follow-up and time management.
• Collaborative working style and the ability to coordinate across sales, learning design, delivery, trainers, and subject matter experts.
• Comfort using CRM and sales research tools; working knowledge of LinkedIn Sales Navigator is an advantage