Role Overview
We're looking for a seasoned Key Account Manager to own and grow large enterprise accounts across North India. This is a hunter-farmer hybrid role: you'll be responsible for identifying, penetrating, and expanding large accounts, while acting as a trusted advisor who translates customer problems into solutions our platform can solve. You'll operate with significant autonomy, working closely with Presales, Marketing, and Leadership to build a scalable, repeatable account growth motion in the region.
Key Responsibilities
- Own large account P&L across Delhi/NCR and North India — drive net-new logo acquisition and grow wallet share within existing accounts.
- Build and manage a qualified pipeline of enterprise and government opportunities, from prospecting through closure.
- Diagnose customer problems — go beyond product pitches to understand business context, infrastructure pain points, and sovereignty/compliance needs, and map them to Coredge's platform capabilities.
- Lead complex, multi-stakeholder sales cycles involving CXOs, IT/infrastructure heads, procurement, and technical evaluators.
- Partner with Presales to shape solution narratives, RFP responses, and technical proof points tailored to account needs.
- Develop account growth plans for top accounts — identifying expansion opportunities, cross-sell/upsell paths, and multi-year account strategies.
- Forecast accurately and maintain pipeline hygiene/discipline using CRM tools.
- Represent Coredge at industry events, customer meetings, and partner forums across the region.
- Feed market and competitive intelligence back into Product, Marketing, and Leadership to sharpen GTM positioning.
What We're Looking For
- 15–18 years of B2B enterprise sales experience, with a strong track record of managing and growing large/strategic accounts.
- Demonstrated experience selling infrastructure, cloud, data center, or complex technology solutions to large enterprises and/or government accounts in North India.
- Strong consultative selling ability — comfortable diagnosing customer problems and building a business case, not just running a product pitch.
- Proven ability to build relationships at CXO level and navigate long, multi-stakeholder enterprise sales cycles.
- Existing network and relationships across large enterprises/PSUs/government in the Delhi/NCR region is a strong plus.
- Experience working in a high-growth, fast-scaling environment — comfortable with ambiguity and building process as you go.
- Strong commercial acumen — comfortable owning revenue targets, pipeline forecasting, and deal structuring.
- Excellent communication and stakeholder management skills.
Preferred (Nice to Have)
- Prior exposure to AI infrastructure, cloud platforms, or sovereign/regulated technology environments.
- Experience working with or selling into government/PSU accounts.
- Familiarity with data sovereignty, compliance, or regulated industry requirements (BFSI, Government, Telecom).
What Success Looks Like (First 6–12 Months)
- A qualified, well-mapped account universe across North India with clear tiering of top accounts.
- A healthy, forecastable pipeline with movement through defined sales stages.
- At least a few marquee logos or expanded footprints within existing accounts.
- Strong working cadence established with Presales, Marketing, and Leadership.