Embark - Key Account Manager - US Accounts

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 10-15 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.

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.

- Bachelors 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

(ref:iimjobs.com)