Profile - Director – Key Accounts & Revenue Generation
Location - Pune (Work from Office)
Reporting To COO / Managing Director
About the Role
We are looking for a high-energy, revenue-focused business leader who combines the mindset of a hunter with the maturity of a strategic account leader. This role will be responsible for driving business growth, managing strategic customer relationships, leading large delivery teams, and owning the P&L of assigned business units.
The ideal candidate has evolved from individual contributor sales roles into leadership positions and has successfully built teams, grown customer relationships, and delivered measurable revenue outcomes within IT Services, Technology Services, BPO, Demand Generation, Marketing Services, or Digital Services organizations.
This is a leadership position offering significant autonomy, influence, and growth opportunities. The individual will actively contribute to the company's business strategy and future expansion plans.
Key Responsibilities
Revenue & Business Growth
* Own and drive revenue growth across assigned accounts and business units.
* Develop account growth strategies and identify new opportunities within existing customers.
* Build and maintain executive-level relationships with customer stakeholders.
* Create account plans, expansion roadmaps, and revenue forecasts.
* Drive customer retention, renewals, upsell, and cross-sell initiatives.
* Own business unit P&L and profitability targets.
Strategic Account Management
* Act as the primary relationship owner for strategic customer accounts.
* Develop strong relationships with decision-makers and influencers across customer organizations.
* Ensure high customer satisfaction and long-term partnership growth.
* Lead quarterly and annual business reviews with customers.
* Proactively manage customer expectations and escalation management.
Operational Leadership
* Serve as the bridge between customers and internal execution teams.
* Lead and mentor teams comprising Program Managers, Assistant Program Managers, Team Leads, and Business Development Specialists.
* Ensure delivery excellence and achievement of customer SLAs, KPIs, and business outcomes.
* Build scalable operational processes, governance models, and best practices.
* Drive productivity, quality improvements, and operational efficiency initiatives.
* Create a culture of accountability, ownership, collaboration, and continuous improvement.
Business Strategy & Governance
* Conduct regular SWOT analysis of operations, customers, and market opportunities.
* Present monthly and quarterly business reviews, plans, forecasts, and achievements.
* Partner with Sales, Marketing, Digital, and Delivery teams to improve customer outcomes and business growth.
* Contribute actively to the company's strategic planning and future growth initiatives.
Candidate Profile
Experience – 10+ years of professional experience.
* Minimum 5 years in leadership roles within IT Services, Technology Services, Digital Services, BPO, Demand Generation, Marketing Services, or Consulting organizations.
* Proven track record of revenue ownership and customer growth.
* Experience managing strategic customer relationships and delivery organizations.
* People management experience.
* Demonstrated experience managing business profitability and commercial outcomes.
Skills -
* Revenue-first mindset with strong commercial acumen.
* Strategic thinker who is equally comfortable driving execution.
* Strong business planning and forecasting capabilities.
* Highly analytical and numbers-driven.
* Ability to balance customer expectations with business profitability.
* Strong decision-making and problem-solving abilities.
* Natural hunter mentality with strong growth orientation.
* Entrepreneurial mindset and ownership attitude.
* Excellent relationship builder and networker.
* High level of accountability and execution focus.
* Collaborative and approachable leadership style.
* Strong communication, presentation, and negotiation skills.
Please note - We would particularly value candidates who have built their careers in start-up, growth-stage, and mid-sized organizations, where they have gained hands-on experience in driving business growth, managing customer relationships, and leading teams in dynamic environments. Such candidates are typically well-equipped to thrive in entrepreneurial settings that require agility, ownership, and a strong focus on outcomes.
