Account Manager

Job Description:

Experience: 15+ years

Function: Strategic Account Management | Revenue Growth

Location: Chennai

Role Overview

The Account Management (Farmer) is responsible for owning, expanding, and retaining strategic client accounts, driving revenue growth through account expansion, renewals, and cross‑sell / upsell. This role focuses on deep client relationships, long‑term value creation, and operating as a trusted advisor to senior client stakeholders.

Key Responsibilities

• Own P&L and end‑to‑end account growth for marquee / strategic clients
• Drive organic growth through:
• Contract renewals
• Upsell and cross‑sell of services / solutions
• Wallet‑share expansion across business units and geographies
• Build strong relationships with CXO, business, and procurement stakeholders
• Accountable for account planning, forecasting, and revenue predictability
• Partner with delivery, consulting, and pre‑sales teams to ensure high CSAT and NPS
• Identify whitespace opportunities and proactively shape expansion deals
• Lead QBRs, executive governance forums, and long‑term roadmap discussions
• Ensure commercial discipline, margin management, and risk mitigation
• Act as the single point of accountability for overall account health

Key Experience & Qualifications

• 15+ years of experience in Account Management / Client Partner / Sales (Farmer) roles
• Strong background in IT services, digital, consulting,
• Proven track record of:
• Managing large, complex enterprise accounts
• Growing accounts organically year‑on‑year
• Handling multi‑stakeholder, global client environments
• Experience managing $10M+ accounts
• Strong commercial acumen with demonstrated renewals and expansion wins
• Comfortable engaging with CXO‑level clients and internal leadership
• Excellent communication, negotiation, and stakeholder management skills

Success Metrics

• Account revenue growth & wallet expansion
• Renewal rates and contract value uplift
• Client satisfaction (CSAT / NPS)
• Forecast accuracy and margin management
• Depth of executive relationships

Ideal Candidate Profile

• Relationship‑oriented “farmer” mindset with strong execution discipline
• Strategic thinker with a hands‑on approach
• Trusted client advisor, not transactional seller
• Comfortable operating in matrix and global delivery models