Lead- Growth & Partnerships
Location: Mumbai | Work Mode: On-site
Experience: 5–10 years
Reporting To: Head of Sales & Partnerships
Employment Type: Full-time
The Role
We are looking for a Strategic Accounts Manager to build, manage, and grow Kentrix's enterprise customer and partner ecosystem.
The role involves winning new enterprise accounts, expanding existing strategic accounts, and managing key partner relationships. You will work closely with the Head of Sales & Partnerships to identify high-value opportunities, develop relationships with senior stakeholders, and drive revenue across customers and partners.
This is a revenue ownership role for someone who combines strong enterprise sales capability with strategic account management and relationship-building skills.
Key Responsibilities
New Enterprise Business
- Identify and acquire new enterprise customers.
- Build and manage a strong enterprise sales pipeline.
- Engage CXOs, business heads, technology, analytics, strategy, marketing, and expansion teams.
- Own the complete sales cycle — prospecting, discovery, solutioning, commercial discussions, negotiation, and closure.
- Develop strategic account plans for high-value prospects.
Strategic Account Growth
- Own and strengthen relationships with existing enterprise customers.
- Identify upsell, cross-sell, renewal, and expansion opportunities.
- Build relationships across multiple stakeholders and business units within key accounts.
- Understand customer priorities and identify new opportunities where Kentrix can create additional value.
- Convert pilots and initial engagements into larger, long-term relationships.
Partner Management
- Develop and manage relationships with strategic partners, system integrators, consultants, technology companies, and channel partners.
- Build joint GTM opportunities and partner-led revenue pipelines.
- Drive co-selling, referrals, and strategic account opportunities through partners.
- Maintain strong relationships with partner leadership and sales teams.
- Work with internal teams to enable partners on Kentrix's solutions and use cases.
Enterprise Solution Selling
- Understand complex business requirements and translate them into relevant technology solutions.
- Work with pre-sales, product, delivery, and leadership teams to create customer solutions.
- Lead commercial conversations and negotiations.
- Maintain accurate CRM, pipeline, forecasting, and account information.
- Regularly report pipeline, account progress, and revenue performance to the Head of Sales & Partnerships.
What We're Looking For
- 5–10 years of experience in B2B Enterprise Technology Sales / Strategic Account Management.
- Proven track record of acquiring and growing enterprise accounts.
- Experience in SaaS, AI, Data, Analytics, MarTech, FinTech, GIS, Cloud, or Enterprise Technology preferred.
- Strong experience selling consultative and solution-led technology offerings.
- Experience engaging CXOs and senior business and technology stakeholders.
- Experience managing strategic partnerships or channel relationships is a strong advantage.
- Excellent communication, presentation, negotiation, and relationship-building skills.
- Strong commercial understanding and revenue ownership mindset.
- Ability to operate independently and manage complex enterprise sales cycles.
- Comfortable working in a fast-paced, high-growth technology environment.
What Success Looks Like
- Consistently acquiring high-quality enterprise customers.
- Growing existing strategic accounts into larger relationships.
- Building a strong pipeline of enterprise opportunities.
- Creating meaningful partner-led revenue opportunities.
- Developing long-term relationships with senior decision-makers.
- Consistently achieving and exceeding revenue targets.
If you enjoy building enterprise relationships, solving complex business problems with technology, and owning revenue from first conversation to long-term account growth, this role is for you.
