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Strategic Account Manager

Strategic Account Manager

Exponentia.ai

0 years

0 Lacs

mumbai maharashtra india

Posted:1 day ago| Platform:

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Skills Required

data ai databricks qlik aws pipeline mapping underwriting discovery engineering analytics retention development outreach targeting stack strategy extraction extract cadence reporting crm forecasting leadership support planning reports tracking effectiveness pricing

Work Mode

On-site

Job Type

Full Time

Job Description

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

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).
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.
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.
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.

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Strategic Account Manager