Enterprise Account Manager - IT Training Company

Job Title: Enterprise Account Manager

Location: Multiple Locations

Department: Sales and Business Development

Reports To: VP/AVP sales

Client Name: RPS Consulting Pvt Ltd, a fully owned subsidiary of NIIT Ltd

Position Summary:

• Enterprise Account Manager will be responsible for developing business from identified account base, develop & maintaining client relationship across hierarchy, maximize share of customers spend with RPS, offer outcome-oriented solutions to solve customer challenges, and overall customer health. This role involves a mix of strategic planning, business development, account management, and achieving revenue, pipeline generation and gross margin targets. You will be expected to collaborate with internal teams to deliver high-quality services and exceed client expectations.

Key Responsibilities

Account Management and Business Development

• As Enterprise Account Manager, you will be responsible for business objectives & execution of business plan for the assigned territory/account list.
• As individual contributor lead business development initiatives and customer management & engagement across target audience.
• Responsible to build & manage customer relationship across hierarchy, business units to sell RPS offering.
• Identify customer business challenges and address them leveraging RPS value proposition.
• Engage and leverage various internal stack holders & partners to position and deliver outcome-oriented solutions to customers.
• Drive events and programs for business opportunity creation and identification.
• Carry good relationship, articulation skills.
• Stay current with RPS range of offerings and services,

Sales and Revenue Generation

• Exceed quarterly and annual, pipeline generation, revenue, gross margin targets.
• Develop account plans to drive growth within existing accounts and explore potential new avenues.
• Lead the full sales cycle from prospecting to closing, including proposal generation, negotiation, and securing contracts.

Collaboration and Communication

• Work closely with product, marketing, and delivery teams to tailor solutions that meet client-specific training needs.
• Collaborate with subject matter experts to develop and pitch custom learning solutions.
• Prepare and deliver impactful presentations, proposals, and business cases to clients and internal stakeholders.

Market Analysis and Strategic Planning

• Stay informed about industry trends, client challenges, and competitor activities.
• Provide insights into market needs and customer feedback to inform product and service enhancements.
• Contribute to strategy development to enhance RPS Consulting's market presence and competitiveness.

Reporting and Documentation

• Maintain accurate records of all sales activities and account information within the CRM system.
• Prepare regular sales reports and forecasts for management.
• Ensure all client agreements and engagements comply with company policies and industry standards.

Key Qualifications:

Experience:

• 10+ years of experience in enterprise account management, ideally in the IT training or education services sector. Experience with OEMs, large system integrators, GCCs or in sectors like BFSI and technology consulting is highly preferred.

Education:

• Bachelor's degree. An MBA is a plus.

Skills:

• Strong understanding of IT landscape, including knowledge of emerging technologies (e.g., Cloud, AI, DevOps, Cybersecurity).
• Demonstrated ability to build strong client relationships and influence decision-makers.
• Proven track record of achieving sales targets and driving revenue growth.
• Excellent communication, presentation, and negotiation skills.
• Proficient in CRM software and MS Office Suite.

Personal Attributes:

• Field-fleeted - meeting & engaging with customers regulalry,
• Be a go-getter, Self-motivated, target-driven, and resilient with a proactive attitude.
• Strong problem-solving abilities with a customer-centric approach.
• Ability to work independently and as part of a team.