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Open nowPosted 485 days ago

Key Account Manager - India

Plotline21 open roles

Where
Bengaluru Office
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Your applicationOpen nowKey Account Manager - IndiaPlotline · Bengaluru Office

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This job: posted 485 days ago

The posting

KEY ACCOUNT MANAGER - INDIA

Join our AI platform as a Key Account Manager focused on expanding our most strategic enterprise relationships in India. You'll be responsible for managing $1.5M+ in ARR while driving aggressive growth within our highest-value accounts through deep relationship building and strategic expansion initiatives.

ABOUT PLOTLINE

Proven track record as an enterprise-grade app personalisation platform serving apps like Dream11, Zepto, Upstox globally. Our India market represents a cornerstone of our international growth strategy, with established enterprise customers ready for deeper platform adoption and multi-department expansion.

ABOUT THIS ROLE

As our KAM for India, you'll own the growth trajectory of our most strategic enterprise accounts. You'll function as a trusted advisor to C-level executives while orchestrating complex, multi-stakeholder expansion initiatives that unlock new use cases, departments, and revenue streams within existing customer organizations.

KEY CHALLENGES YOU'LL SOLVE

Enterprise Expansion - Drive 150%+ net revenue retention by identifying and executing on white-space opportunities within strategic accounts

Executive Relationship Management - Build and maintain C-suite relationships that position our platform as mission-critical infrastructure

Multi-Department Penetration - Navigate complex organizational structures to expand platform adoption across business units, geographies, and use cases

Strategic Partnership Development - Transform transactional vendor relationships into strategic technology partnerships with shared roadmaps

OUTCOMES EXPECTED

Q1 Objectives: Identify $400K+ in qualified expansion pipeline and close $150K+ in new ARR from existing accounts

Q2 Objectives: Deliver $300K+ in expansion revenue while securing 2+ multi-year enterprise commitments

Year 1 Objectives: Achieve $2.2M+ total ARR ($1.5M base + $700K+ expansion) and establish 5+ accounts as strategic partnership references

RESPONSIBILITIES

STRATEGIC ACCOUNT GROWTH

- Own expansion strategy and execution for strategic enterprise accounts

- Develop comprehensive account plans with monthly growth roadmaps

- Identify white-space opportunities across departments, subsidiaries, and use cases

- Lead complex, multi-quarter expansion sales cycles

- Negotiate enterprise-level contracts and multi-year strategic agreements

EXECUTIVE RELATIONSHIP BUILDING

- Serve as primary strategic contact for C-level executives and senior leadership

- Conduct quarterly business reviews and strategic planning sessions

- Present platform ROI analysis and business case studies to board-level stakeholders

- Build executive sponsorship for platform expansion initiatives

- Manage escalations and strategic account issues with senior leadership involvement

CROSS-FUNCTIONAL ORCHESTRATION

- Collaborate with product teams on custom feature development and roadmap prioritization

- Partner with implementation teams on complex, multi-phase rollouts

- Work with customer success on adoption strategies and change management

- Coordinate with marketing on case study development and industry speaking opportunities

- Lead cross-functional account teams for strategic initiatives

MARKET INTELLIGENCE & STRATEGY

- Provide strategic account insights to inform product and go-to-market strategy

- Monitor competitive landscape and positioning within strategic accounts

- Identify industry trends and expansion opportunities in the Indian enterprise market

- Develop vertical-specific expansion playbooks and messaging

- Represent company at industry events and customer advisory boards

REQUIREMENTS

PROFESSIONAL EXPERIENCE

- 4+ years of strategic account management or enterprise sales experience in India

- Proven track record managing $1M+ account portfolios with consistent expansion results

- Experience selling to C-level executives and navigating complex enterprise decision-making

- Background in AI/SaaS/technology platforms with technical implementation components

CORE COMPETENCIES

Strategic Growth Driver

- Demonstrated ability to grow existing accounts by 2x+ annually

- Track record of identifying and closing $100K+ expansion opportunities

- Experience with complex, multi-stakeholder enterprise sales cycles

- Proven success with consultative selling and business value articulation

Executive Relationship Master

- Exceptional executive presence and C-suite communication skills

- Ability to build trust and credibility with senior business leaders

- Experience managing relationships across multiple business units and geographies

- Strong presentation and business case development capabilities

Indian Market Expert

- Deep understanding of Indian enterprise culture and business practices

- Established network within Indian technology and business communities

- Experience navigating complex organizational hierarchies and decision-making processes

- Cultural fluency and ability to build relationships across diverse stakeholder groups

Strategic Partnership Builder

- Ability to think beyond transactional relationships to strategic partnerships

- Experience with joint business planning and shared success metrics

- Skills in contract negotiation and multi-year agreement structuring

- Track record of turning customers into advocates and references

SUCCESS METRICS

REVENUE PERFORMANCE

- Net Revenue Retention: 150%+ across account portfolio

- Expansion ARR: $700K+ in new revenue from existing accounts

- Deal Size Growth: 40%+ increase in average account value

- Pipeline Quality: 3x coverage ratio for expansion targets

RELATIONSHIP DEPTH

- Executive Relationships: Direct relationships with 15+ C-level stakeholders

- Multi-Threading: 4+ champion relationships per strategic account

- Business Reviews: Quarterly strategic sessions with 100% of accounts

- Reference Customers: 80%+ of accounts willing to serve as references

STRATEGIC IMPACT

- Product Influence: 3+ product features developed based on account feedback

- Market Intelligence: Monthly strategic insights reports to leadership

- Competitive Wins: 90%+ win rate in competitive expansion scenarios

Ready to drive transformational growth? If you're passionate about building strategic relationships that unlock exponential business value while positioning cutting-edge technology as competitive advantage, we'd love to hear from you.

This role offers the opportunity to directly shape the growth trajectory of our highest-value customer relationships while working with enterprise leaders who are transforming their industries through app personalization.

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