Strategic Account Manager

About the Role: Account Manager

We are looking for a high-impact Account Manager to lead our growth in the BFSI sector. This is a dual-focus role requiring a balance of Account Farming (growing existing relationships) and New Business Hunting (acquiring new logos).
You will be the bridge between our Data & AI capabilities and the strategic needs of BFSI CXOs. A critical success factor for this role is your ability to leverage our OEM Partnerships (Microsoft, Databricks, Qlik, AWS) to generate pipeline through co-selling and alliance networking.

Key Responsibilities

1. Account Farming (Existing Customer Growth)

• Revenue Ownership: Own assigned BFSI accounts, ensuring quarterly revenue targets are met.
• Strategic Account Mapping: Map the client organization (CIO, CDO, Head of Claims/Underwriting) to identify white spaces. 
• Use Case Discovery: Proactively identify opportunities to cross-sell Data Engineering, GenAI, and Analytics solutions.
• Client Retention: conduct Quarterly Business Reviews (QBRs) to demonstrate value and ensure high client satisfaction (CSAT).

2. Business Development (Hunting)

• New Logo Acquisition: aggressively hunt for new BFSI logos in the region.
• Campaign Execution: Lead rigorous outbound campaigns (email, LinkedIn, cold outreach) targeting key decision-makers in the BFSI space.
• Pitching Value: Articulate Exponentia’s unique value proposition in the "Modern Data Stack" and "Agentic AI" space to prospective clients.

3. OEM & Alliance Management

• Co-Sell Strategy: Build strong personal relationships with Account Executives (AEs) and Partner Development Managers (PDMs) at Microsoft, Databricks, Qlik, and AWS.
• Lead Extraction: Systematically extract leads from OEM partners by mapping Exponentia’s capabilities to their specific territory gaps.
• Alliance Cadence: Maintain a regular cadence with OEM teams to ensure Exponentia is top-of-mind for their deal registrations and partner-led opportunities.

4. Reporting, MIS & CRM Hygiene

• CRM Discipline: Maintain 100% data accuracy in the CRM system. Ensure all leads, opportunities, deal stages, and client interactions are logged in real-time.
• Sales Forecasting: Provide accurate weekly and monthly revenue forecasts to leadership to support resource planning and financial projections.
• MIS Reporting: Prepare and present detailed Weekly/Monthly Sales Reports (MIS), tracking KPIs such as Pipeline Velocity, Conversion Rates, Campaign Effectiveness, and OEM contribution to pipeline.
• Market Intelligence: Document competitor activities, pricing trends, and market feedback within the CRM to inform strategic decision-making.

Ideal Candidate Profile

• Education: Bachelor’s in Engineering (B.E./B.Tech) + MBA is mandatory to ensure both technical grasp and business acumen.
• Experience: 7–10 years of experience in IT Services Sales or Account Management.
• Industry Focus: Prior experience selling into the Insurance or BFSI sector is a significant advantage.
• Tech Savvy: Strong understanding of the Data & AI landscape (Cloud Data Lakes, BI, GenAI). Understanding what Databricks, Microsoft Fabric, Qlik capabilities.
• Alliance DNA: Proven track record of working with OEMs (Qlik/Microsoft/AWS/etc.) to source deals. You should already know how the "Co-sell" motion works.
• Hunter Mentality: Demonstrated history of breaking into new accounts and exceeding sales quotas