About Company
Orbit Techsol Pvt. Ltd. provides IT hardware and software solutions with a focus on cybersecurity, networking, and datacentre technologies across Mumbai and Pune.
Job Summary
- Job Title: Key Account Manager
- Company Name: Orbit Techsol Pvt. Ltd.
- No Of Openings: 5
- CTC: 15-22 LPA
- Location: Mumbai
- Experience: 5-15 Years
- Employment Type: Full-time
- Seniority Level: Mid-Senior Level (Individual Contributor / Team Lead as applicable)
- Education (preferred): Bachelor's degree in Engineering (B.E./B.Tech) in Computer Science, Information Technology, Electronics or a related field; MBA or equivalent is a plus for senior roles.
Responsibilities
As a Key Account Manager, you will be responsible for driving revenue and ensuring successful delivery of IT hardware and software solutions for assigned enterprise accounts within the Mumbai & Pune territory. The following sections break responsibilities into primary areas, typical daily tasks, and measurable outcomes for clarity and quick scanning.
Primary Responsibilities
- Own and grow relationships with assigned enterprise and SI (System Integration) accounts as the primary point of contact.
- Drive end-to-end enterprise sales for IT hardware, software, cybersecurity, networking and datacentre solutions across the Mumbai & Pune territory and any allocated verticals.
- Achieve assigned revenue and margin targets: meet quarterly and annual individual quotas.
- Identify new opportunities within existing accounts and prospect for new strategic accounts to expand business; target for net-new account additions
- Maintain a qualified pipeline equal to at least 3x quota and deliver pipeline coverage to support predictable closures.
- Collaborate with pre-sales, delivery and technical teams to shape solutions, manage POCs and ensure on-time, on-budget delivery; ensure each POC has defined success criteria and timelines.
- Develop and execute strategic account plans with clear milestones, quarterly business reviews (QBRs) and account-level forecasts; update and socialize account plans with Sales Head monthly.
- Negotiate commercial terms, close deals, and ensure contractual compliance and profitability per deal-level margin targets.
- Proactively manage escalations, customer satisfaction and retention activities to maximize renewals and upsell; target customer renewal rate and NPS benchmarks will be set annually.
- Ensure accurate and timely reporting: maintain CRM with activity logs, deal stages, expected close dates and forecast category updates; achieve forecast accuracy target (e.g., >80%).
Typical daily tasks
- Review and prioritize pipeline and account tasks against weekly and monthly targets; prepare for weekly pipeline review meetings with the Sales Head.
- Conduct client meetings and calls to uncover needs, present solutions and follow up on proposals and actions; target for client engagement activities (e.g., number of qualified calls/meetings per week) will be agreed with manager.
- Coordinate with pre-sales and engineering for demos, architecture reviews and POCs; ensure POC conversion benchmarks are tracked.
- Prepare and submit commercial proposals, obtain approvals and drive deal closure within defined sales cycle timelines.
- Update CRM with activities, opportunity stages, next steps and expected close dates daily/weekly as required.
- Monitor project implementations, follow up with delivery teams and resolve any client escalations promptly; report project health during monthly delivery reviews.
Expected outcomes / KPIs
- Achieve assigned quarterly and annual revenue and margin targets for assigned accounts (individual quota and KPIs communicated at onboarding).
- Maintain a qualified pipeline at least 3x the assigned quota to ensure predictable closures.
- Demonstrable increase in account wallet share, number of solutions per account and annual upsell/cross-sell targets (specific % uplift targets to be defined by role).
- Maintain high customer satisfaction scores (NPS/Csat), timely resolution of escalations and strong renewal rates (renewal target e.g., >90% for strategic accounts where applicable).
- Forecast accuracy of at least 80% in monthly and quarterly forecasts; timely submission of weekly pipeline reports and monthly business reviews.
- Onboard and convert targeted number of net-new enterprise accounts per year as agreed with Sales Head.
Qualifications & Must-Have Skills
- Education: Bachelors degree in Engineering (B.E./B.Tech) in Computer Science, Information Technology, Electronics or related field required; MBA or equivalent is preferred for senior roles.
- Employment Type: Full-time
- Seniority Level: Mid-Senior Level (typically 5-15 years of relevant experience; may include Senior IC or Team Lead responsibilities depending on hire)
- Domain Experience: Strong sales experience in IT Hardware and Software Solutions with hands-on expertise in Cybersecurity, Networking, Datacentre solutions.
- Experience working within the System Integration (SI) industry and proven enterprise sales experience handling large accounts.
- Excellent communication, negotiation and interpersonal skills, with a track record of closing complex deals and managing stakeholder relationships.
- Proven experience managing a book of strategic enterprise accounts and delivering revenue growth and renewals.
- Local candidates only
- Certifications (optional): Relevant vendor or sales certifications (e.g., Cisco, Fortinet, VMware, HP, or sales methodology certifications) are a plus.
Good-to-Have Skills
Experience with Apple or HP productsSkills: solutioning workshops,communication,it system,cybersecurity,sales,billing,data centers,networking
