Head - Enterprise Accounts (R-16784)

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Designation: Head, Enterprise Accounts

Reporting Manager: Senior Director, Sales

Location: BKC, Mumbai

Job Overview:

The Head - Enterprise Accounts will be responsible for managing and guiding a team of Enterprise Account Managers to maximize revenue growth through upselling and cross-selling to key enterprise accounts. This role requires a strategic, customer-focused leader who demonstrates strong relationship-building capabilities with C-level executives (CXO) in high-value and high-growth accounts. A proven coach and leader who can ensure that the team consistently meets or exceeds sales targets. The leader will focus on increasing the lifetime value of key accounts by delivering tailored solutions and fostering long-term partnerships. Additionally, they will be responsible for monitoring the periodic performance of Account Managers/Account Directors and aligning team efforts with business growth objectives.

Key Responsibilities

• Sales Strategy & Execution:
• Lead a team of Enterprise Account Managers and take ownership of achieving and exceeding assigned revenue targets.
• Implements proven sales and marketing strategies; by analyzing trends, market mapping, competitor analysis to enable effective decisioning and forecasting of sales numbers.
• Develop and execute a customer/account led strategy based on opportunity size, customer requirement and D&B’s strategic priorities.




Client Relationship Management (CXO-Level Focus):

• Build and maintain strong, trusted relationships with C-level executives (CXO) within key enterprise accounts to foster long-term partnerships.
• Act as a trusted advisor to senior client stakeholders, understanding their business needs and aligning solutions that drive mutual value.
• Serve as an escalation point for critical issues and challenges, demonstrating strong problem-solving skills in managing high-level client relationships.




Performance & Reporting:

• Establish KPIs and metrics to monitor the success of upselling and cross-selling activities across enterprise accounts.
• Regularly review the performance of the Account Managers, providing detailed reports on sales pipeline, forecasts, and overall team performance to senior management.
• Identify trends, risks, and opportunities within the account portfolio to refine and adjust account strategies as needed.




Collaboration & Cross-Functional Alignment:

• Partner with other departments such as product development, marketing, and customer success to ensure seamless delivery and implementation of solutions.
• Collaborate with internal stakeholders to drive the adoption of new products and services within enterprise accounts.




Team Leadership & Management:

• Lead, mentor, and develop a team of Enterprise Account Managers, ensuring individual and team sales goals are met or exceeded.
• Monitor the periodic performance of Account Managers and provide regular coaching, feedback, and development plans.
• Conduct performance reviews, setting clear goals and KPIs to track and improve team performance in account management and revenue growth.
• Create an environment orientated to trust, open communication, creative thinking & cohesive team effort.

Key Requirements

• Master’s degree in business, Marketing, or a related field; MBA preferred.
• Minimum 12+ years of work experience in enterprise account management out of which minimum 7 years should be in B2B sales leadership roles in a solution sales environment, preferably in Consulting/information services/professional services industry.
• Proven ability to build and maintain strong relationships with C-level executives (CXO) and other senior client stakeholders.
• Demonstrated experience leading and developing high-performing sales teams.
• Strong understanding of upselling, cross-selling, and managing complex, long-term client relationships.
• Excellent negotiation, communication, and presentation skills, with the ability to influence and engage at executive levels.
• Strategic thinker with a data-driven approach to problem-solving and decision-making.
• Strong Influencing and collaboration skills to leverage relationships across stakeholders to successfully drive results.

Primary External Interactions

• Decision makers (CXO’s) at MNCs, Large Indian Corporates, PSU’s and Banks

Primary Internal Interactions

• Operations Team, Finance, HR, Facility, IT Infrastructure, Heads of Other SBU

Competencies

• Strong interpersonal and presentation skills
• Sound business acumen and market knowledge
• Result-oriented with a strong drive to exceed sales targets
• Strong leadership and team management capabilities
• Exceptional relationship-building skills at the CXO level, with a focus on long-term partnership growth
• Excellent analytical, organizational, and time management skills

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