Role: Key Account Manager
Industry Type: Engineering & Construction
Department: Sales & Business Development
Employment Type: Full Time, Permanent
Role Category: Enterprise & B2B Sales
PG: MBA/PGDM in Any Specialization
Purpose/Objective The Key Account Manager (KAM) will be responsible for driving revenue growth by acquiring, managing, and expanding strategic customer relationships across Data Center Colocation, Cloud Connectivity, Managed Services, Disaster Recovery, and Digital Infrastructure solutions. The role will focus on developing long-term partnerships with large enterprises, BFSI, IT/ITES, Telecom, OTT, Manufacturing, E-commerce, and Global Capability Centers (GCCs), ensuring sustained business growth and superior customer experience. The incumbent will act as a trusted advisor to customers, identify digital infrastructure requirements, develop customized solutions, negotiate commercial agreements, and collaborate with cross-functional teams to deliver business outcomes aligned with AdaniConneX's growth ambitions.
Key Responsibilities
- of Role
- a { text-decoration: none; color: #464feb; } tr th, tr td { border: 1px solid #e6e6e6; } tr th { background-color: #f5f5f5; } Enterprise Business Development - Drive annual revenue, order booking, and pipeline targets for enterprise accounts.
- Identify and acquire new enterprise customers for colocation, hyperscale edge deployments, cloud on-ramp connectivity, and value-added services.
- Develop territory and account growth strategies aligned with business objectives.
- Generate qualified opportunities through direct engagement, industry networking, partner ecosystem, and market intelligence.
- Key Account Management - Build and maintain executive-level relationships within assigned enterprise accounts.
- Develop account plans covering customer business priorities, technology roadmaps, and expansion opportunities.
- Ensure high customer retention and account mining through proactive engagement.
- Act as the primary commercial interface for strategic customers.
- Solution Selling & Deal Closure - Understand customer IT infrastructure, cloud adoption, cybersecurity, and business continuity requirements.
- Coordinate with Customer Solutions, Technical Pre-Sales, Operations, and Legal teams to develop winning proposals.
- Lead commercial negotiations, contract discussions, and deal closure processes.
- Ensure timely conversion of opportunities into signed contracts.
- Customer Experience & Relationship Management - Drive customer satisfaction and strengthen long-term engagement.
- Facilitate issue resolution through collaboration with Operations and Delivery teams.
- Conduct regular business reviews with key customers.
- Identify upselling and cross-selling opportunities across the customer lifecycle.
- Market Intelligence & Strategic Partnerships - Monitor market trends, competition, emerging technologies, and customer investments.
- Develop relationships with cloud providers, telecom operators, system integrators, and technology partners.
- Provide strategic insights to leadership regarding market opportunities and customer requirements.
- Governance & Reporting - Maintain accurate forecasting and pipeline visibility through CRM tools.
- Track account performance, revenue realization, renewals, and customer health metrics.
- Prepare business reviews, sales reports, and account plans for management.
- Key Performance Indicators (KPIs) KPI Measurement Revenue Achievement Annual revenue target achievement (%) Order Booking New contracts and committed capacity sold Pipeline Generation Qualified pipeline value created Sales Conversion Ratio Opportunity-to-order conversion New Customer Acquisition Number/value of new customers onboarded Account Growth Revenue growth from existing customers Customer Retention Renewal and retention rate Customer Satisfaction CSAT / Relationship score Cross-sell & Up-sell Revenue Additional business from existing accounts Forecast Accuracy Accuracy of monthly/quarterly forecasts Technical Competencies - Enterprise Solution Selling - Data Center & Colocation Solutions - Cloud & Hybrid Infrastructure - Connectivity & Telecom Solutions - Commercial Negotiation - Contract Management - CRM & Sales Analytics - Forecasting & Pipeline Management - Strategic Account Planning - Market Intelligence Behavioral Competencies - Customer Centricity - Strategic Thinking - Business Acumen - Relationship Building - Stakeholder Management - Influencing & Negotiation - Result Orientation - Collaboration - Problem Solving - Executive Presence Key Internal Stakeholders - Enterprise Sales - Customer Solutions / Pre-Sales - Data Center Operations - Finance - Legal & Compliance - Procurement - Marketing - PMO & Delivery Teams Key External Stakeholders - Enterprise Customers - CIOs / CTOs