Key Account Manager

JOB DESCRIPTION

Enterprise Sales – Key Account Manager (KAM) Product Focus: Internet Leased Line (ILL) & Enterprise Connectivity Solutions Department: Enterprise Sales Designation: Key Account Manager (KAM) – Enterprise Sales Industry: Telecom / ISP / IT & Network Solutions Experience: 3–8 years Employment Type: Full-time Location: Mumbai 1. Job Summary OJI Communications Pvt. Ltd. is seeking a dynamic, target-driven Enterprise Sales – Key Account Manager to grow sales of Internet Leased Line (ILL) and enterprise connectivity solutions. The role focuses on new customer acquisition, key account development, end-to-end sales management, and achievement of revenue targets. 2. Key Responsibilities • Identify, prospect, and acquire enterprise customers across corporate, SME, MNC, IT/ITeS, BFSI, manufacturing, healthcare, hospitality, and logistics sectors. • Generate opportunities for Internet Leased Line (ILL), Dedicated Internet Access (DIA), Commercial Broadband, and related connectivity services. • Build relationships with CXOs, IT Heads, Network Managers, Procurement Heads, Admin Heads, and other decision-makers. • Manage the complete sales cycle: lead generation, meetings, requirement gathering, feasibility coordination, proposals, negotiations, and order closure. • Achieve monthly and quarterly targets for order booking, Monthly Recurring Revenue (MRR), Annual Recurring Revenue (ARR), and overall revenue. • Build a qualified pipeline through cold calling, field sales, referrals, corporate networking, and channel partners. • Understand requirements for bandwidth, uptime, static IPs, redundancy, SLA, last-mile connectivity, and network availability. • Coordinate with presales, technical, feasibility, network, and service delivery teams for timely installation and activation. • Prepare quotations, commercial proposals, presentations, and service agreements based on customer requirements. • Negotiate pricing, contract duration, payment terms, and service commitments while protecting profitability. • Grow existing accounts through upselling, cross-selling, retention, and long-term relationship management. • Maintain accurate CRM records, sales reports, forecasts, and daily/weekly activity updates. 3. Product Knowledge • Internet Leased Line (ILL) / Dedicated Internet Access (DIA) • Enterprise Internet Connectivity and Commercial Broadband • Point-to-Point Connectivity, MPLS, and SD-WAN • Primary and backup internet links, redundancy, static IPs, SLA, and uptime • Fibre connectivity, last-mile feasibility, and network deployment • Managed Wi-Fi, firewall, cybersecurity, and related enterprise ICT solutions 4. Qualifications & Required Skills • Graduate in any discipline; an MBA in Sales or Marketing is an added advantage. • 3–8 years of B2B / enterprise sales experience in telecom, ISP, or IT networking. Page 1• Proven experience selling Internet Leased Lines or enterprise connectivity to corporate customers. • Strong communication, presentation, negotiation, and relationship-management skills. • Ability to generate leads independently, manage a sales pipeline, and close business. • Understanding of enterprise sales cycles, commercial proposals, and revenue targets. • Proficiency in MS Excel, PowerPoint, CRM tools, and sales reporting. • Willingness to travel for customer meetings and business development. 5. Key Performance Indicators (KPIs) • Monthly and quarterly sales target achievement. • New customer acquisition, qualified opportunities, and order closures. • ILL order booking, MRR, ARR, and gross-margin contribution. • Customer meetings, proposals submitted, pipeline value, and conversion ratio. • Average deal size, account growth, and customer retention. • Coordination and follow-through for feasibility, order processing, and activation. 6. Preferred Candidate Profile Candidates from ISPs, telecom operators, system integrators, or enterprise network solution providers are preferred. Experience selling Internet Leased Lines to corporate customers and established relationships with IT/network decision-makers will be a strong advantage. The ideal candidate is proactive, commercially astute, target-oriented, and capable of converting enterprise connectivity opportunities into long-term business. OJI Communications Pvt. Ltd. | Enterprise Sales