Job Title:
Key Account Manager – Farming (US Accounts)
Location : Pune (Hybrid)
Shift : 2 to 11 PM IST
Reporting to : CEO
Job Summary
We
are looking for an experienced Key Account Manager (KAM) to manage and grow a
portfolio of 10–15 strategic US-based accounts with a combined revenue
responsibility of ~USD 3 Million.
This role focuses on protecting existing revenue, driving cross-sell and upsell
opportunities, and acting as a trusted advisor to senior customer stakeholders
while working closely with internal delivery and US field sales teams.
The
ideal candidate brings strong IT services domain expertise, proven experience
managing large US enterprise clients, and the ability to operate in a global
offshore–onsite delivery model.
Key
Responsibilities
- Own and manage 8–15 existing
strategic accounts based in the US, with a total revenue responsibility of
~USD 3 Mn.
- Ensure revenue protection,
retention, and account growth through structured account planning and
governance.
- Identify, qualify, and drive
cross-sell and upsell opportunities across IT services offerings.
- Build strong relationships with
CXO-level and senior stakeholders on the client side to uncover new
business opportunities.
- Act as the primary escalation
point for customer issues, ensuring timely resolution and high customer
satisfaction.
- Work closely with delivery,
presales, and solution teams to ensure seamless execution and value
delivery.
- Collaborate with the US field
sales team to support strategic pursuits, expansions, and renewals.
- Conduct regular account reviews,
QBRs, and strategic planning sessions with customers.
- Maintain accurate forecasting,
revenue tracking, and account documentation.
- Support client visits and travel
to the US on a need basis for relationship building and opportunity
creation.
- Operate effectively in a hybrid
work model from Pune, supporting US time zones.
Requirements
Qualifications
& Experience
- 8+ years of experience in Key
Account Management / Account Growth roles within IT Services or Technology
Services.
- Proven track record of managing
large US enterprise accounts in an offshore delivery model.
- Strong experience in revenue
retention, account expansion, cross-sell, and upsell.
- Demonstrated ability to engage
with CXO and senior leadership stakeholders.
- Solid understanding of IT
services domains such as application development, modernization, digital
transformation, or managed services.
- Experience working closely with
delivery and global sales teams.
- Excellent communication,
stakeholder management, and negotiation skills.
- Ability to work in US business
hours and manage multiple stakeholders across geographies.
- Bachelor’s degree in engineering,
Business, or a related field.
Why This
Role?
- Strategic ownership of high-value
US accounts
- Clear revenue impact and growth
responsibility
- High visibility with customers,
delivery leadership, and US sales teams
- Opportunity to play a
consultative, trusted-advisor role rather than pure hunting
Skills Required
- 8+ years of experience in Key Account Management or Account Growth roles within IT Services or Technology Services
- Proven experience managing large US enterprise accounts in an offshore delivery model
- Experience in revenue retention, account expansion, cross-sell, and upsell
- Ability to engage with CXO and senior leadership stakeholders
- Understanding of IT services domains such as application development, modernization, digital transformation, or managed services
- Experience working closely with delivery and global sales teams
- Excellent communication, stakeholder management, and negotiation skills
- Ability to work in US business hours and manage multiple stakeholders across geographies
- Bachelor's degree in engineering, business, or a related field
What We Do
Embark is a specialized consulting and execution platform that helps global enterprises establish, operate, scale, and transform Global Capability Centres in India. Its integrated offering spans strategy, workspace, talent, human resources, legal, finance, tax, real estate, and IT. Operating as an end-to-end partner, Embark supports global companies with setup, managed services, and long-term operational integration.
