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.