This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Connect Account Manager based in India.
As a Connect Account Manager, you will drive revenue growth and customer success for a strategic industrial cloud platform serving enterprise customers. You will own a portfolio of target accounts, develop commercial strategies, and manage the full sales cycle, from prospecting and qualification to negotiation and deal closure. Working closely with senior business leaders, technical stakeholders, and cross-functional teams, you will demonstrate how cloud-based solutions deliver measurable business value. You will also play a critical role in expanding customer adoption, increasing annual recurring revenue (ARR), and building long-term strategic relationships. This position combines enterprise sales expertise, consultative account management, and customer-focused growth strategies. Your insights will help shape product positioning, sales methodologies, and go-to-market initiatives in a dynamic, innovation-driven environment.
- Enterprise Sales and Revenue Growth: Own commercial performance across a portfolio of target accounts, including pipeline generation, opportunity management, deal progression, and annual recurring revenue (ARR) targets.
- Strategic Prospecting and Opportunity Development: Identify, qualify, and develop opportunities for cloud platform solutions by understanding customer business needs, industry challenges, and potential use cases.
- Consultative Selling: Apply value-based sales strategies and structured qualification methodologies, such as MEDDPICC, to demonstrate business value and build compelling commercial propositions.
- Stakeholder Engagement: Build relationships with senior executives, including vice presidents and other business decision-makers, as well as technical teams and cross-functional stakeholders, to establish strong buying coalitions.
- Deal Negotiation and Closure: Lead complex enterprise sales negotiations, develop commercially sound proposals, and close new SaaS and cloud platform agreements aligned with customer needs, usage patterns, and long-term strategic objectives.
- Account Expansion: Develop land-and-expand strategies to increase platform adoption, identify additional use cases, and generate opportunities for cross-selling and account growth.
- Customer Onboarding and Adoption: Collaborate with customers and internal teams to support onboarding and deployment strategies, accelerate time-to-value, and establish effective adoption plans.
- Usage Monitoring and Risk Management: Monitor customer usage trends, identify adoption gaps, address potential risks, and implement strategies to improve engagement and retention.
- Customer Value Realisation: Champion new product capabilities and use cases to help customers maximise platform value and support sustainable revenue growth after the initial sale.
- Customer Advocacy: Represent customer needs internally and provide actionable feedback to influence product development, pricing strategies, onboarding approaches, and customer support.
- Go-to-Market Strategy: Capture customer insights and market feedback to refine sales messaging, commercial models, customer playbooks, and go-to-market strategies.
- Cross-Functional Collaboration: Partner with product management, marketing, customer success, partnerships, sales enablement, solution specialists, and regional sales teams to coordinate commercial initiatives and improve customer outcomes.
- Sales Performance and Continuous Improvement: Use CRM platforms and modern sales tools to track opportunities, forecast revenue, manage account activity, and identify opportunities to improve sales effectiveness.
Requirements
- Enterprise Sales Experience: Proven experience in enterprise B2B SaaS or cloud software roles, such as Account Executive, Account Manager, or Solution Consultant, with responsibility for developing customer relationships and driving commercial growth.
- Revenue Ownership: Demonstrated track record of meeting or exceeding ARR targets, managing sales pipelines, and closing complex enterprise software deals.
- Strategic Sales Skills: Strong knowledge of territory planning, prospecting, opportunity qualification, value-based selling, commercial negotiation, and account development.
- Sales Methodologies: Familiarity with structured enterprise sales frameworks, such as MEDDPICC, Challenger, or Command of the Message, and the ability to apply them throughout the sales cycle.
- Cloud and SaaS Knowledge: Understanding of cloud-based software solutions, subscription business models, enterprise technology purchasing processes, and recurring revenue growth strategies.
- Account Management and Adoption: Experience driving product adoption, developing expansion opportunities, monitoring customer engagement, and growing accounts beyond the initial sale.
- Industry Exposure: Experience working with or selling into asset-intensive industries, such as energy, chemicals, manufacturing, or related industrial sectors, is an advantage.
- Stakeholder Management: Ability to engage confidently with senior executives, business leaders, technical users, and other decision-makers, adapting communication to different audiences.
- Consultative Communication: Excellent presentation, listening, relationship-building, and negotiation skills, with the ability to translate technical capabilities into measurable business benefits.
- CRM and Sales Tools: Proficiency with Salesforce and modern sales or customer success platforms for pipeline management, account tracking, forecasting, and performance reporting.
- Analytical and Commercial Mindset: Ability to assess customer needs, identify growth opportunities, interpret sales performance data, and make informed commercial decisions.
- Cross-Functional Collaboration: Experience coordinating with product, marketing, customer success, partnerships, and technical teams to deliver a consistent customer experience.
- Autonomy and Initiative: A proactive, self-directed approach, with the ability to manage competing priorities, work independently, and influence stakeholders across a complex organisation.
- Adaptability: Comfortable working in a fast-paced, evolving commercial environment where customer insights, market feedback, and continuous experimentation inform sales strategy.
- Location and Availability: Based in India and able to work effectively with customers and colleagues across relevant regions and time zones.
Benefits
- Comprehensive Insurance: Medical and accidental insurance coverage.
- Retirement Benefits: Gratuity benefits in accordance with applicable policies and regulations.
- Generous Leave: Attractive leave entitlements and additional emergency leave days.
- Family Support: Childcare assistance and maternity, paternity, and adoption leave benefits.
- Education Assistance: Support for eligible educational and professional development initiatives.
- Home Office Support: Home office setup assistance for eligible hybrid positions.
- Well-being Support: Resources and initiatives designed to support employee well-being.
- Flexible Working Arrangements: Hybrid working is available for eligible positions, with remote arrangements possible for certain roles depending on business and customer requirements.
- Career Development: Opportunities to expand enterprise sales expertise, develop strategic customer relationships, and contribute to the growth of a leading industrial cloud platform.
- Collaborative Environment: Work alongside international commercial, product, and technical teams in an organisation that values innovation, inclusion, and professional development.
- Inclusive Workplace: Commitment to equal employment opportunities, reasonable accommodations, and a diverse and respectful working environment.
