Associate Professional - Emerging Accounts

Job Summary

This position is responsible for identifying, developing, and managing high-potential emerging customer accounts to drive revenue growth and market expansion. The role focuses on acquiring new customers, nurturing strategic relationships, understanding customer business needs, and positioning relevant solutions to achieve sales objectives.

The incumbent will collaborate closely with internal teams, channel partners, and key stakeholders to create business opportunities, maximize customer value, and accelerate growth within the assigned territory or market segment.

Key Responsibilities

Business Development & Account Acquisition

• Identify, prospect, and acquire new emerging accounts within assigned territories and verticals.

• Develop and execute strategic account plans to drive revenue growth and market penetration.

• Build a robust sales pipeline through proactive hunting and customer engagement activities.

• Generate new business opportunities through direct sales efforts, referrals, networking, and channel partnerships.

Account Management & Customer Engagement

• Establish and maintain strong relationships with key decision-makers and stakeholders within customer organizations.

• Understand customer business objectives, challenges, and technology requirements to propose suitable solutions.

• Act as a trusted advisor and primary point of contact for assigned accounts.

• Drive customer retention, wallet-share expansion, and long-term partnership growth.

Revenue Growth & Sales Performance

• Achieve assigned sales, revenue, and profitability targets.

• Drive cross-selling and upselling opportunities across the product and solution portfolio.

• Manage the complete sales cycle from opportunity identification to deal closure.

• Ensure accurate sales forecasting and pipeline reporting.

Solution Selling & Market Development

• Collaborate with pre-sales, technical, and product teams to develop compelling customer solutions.

• Present business cases, proposals, and value propositions to customers.

• Stay updated on industry trends, competitor activities, and market developments.

• Identify emerging business opportunities within target industry segments.

Partner & Stakeholder Collaboration

• Work closely with channel partners, distributors, and alliance teams to expand market reach.

• Collaborate with Marketing teams to drive demand-generation initiatives, events, and campaigns.

• Coordinate with delivery, operations, finance, and support teams to ensure customer satisfaction.

• Participate in business reviews and strategic planning discussions.

Pipeline & Sales Operations Management

• Maintain a healthy sales pipeline with consistent opportunity generation.

• Track account performance and business growth metrics.

• Ensure CRM hygiene and timely reporting of sales activities.

• Analyze sales trends and develop action plans to improve performance.

Desired Skills & Competencies

• Strong B2B sales and business development expertise.

• Proven ability to acquire and grow new customer accounts.

• Consultative and solution-selling approach.

• Excellent relationship-building and stakeholder management skills.

• Strong negotiation and closing abilities.

• Customer-focused mindset with strong business acumen.

• Analytical and strategic thinking capabilities.

• Effective communication, presentation, and influencing skills.

• Ability to work in a fast-paced and target-driven environment.

Educational Qualifications

• Bachelor's Degree in Business, Technology, Engineering, Commerce, or related field.

• MBA in Sales, Marketing, or Business Management preferred.

Preferred Experience

• 2-5 years of experience in B2B sales, account management, business development, or enterprise sales.

• Experience in IT, Telecom, Cloud, Cybersecurity, AI, SaaS, System Integration, Technology Distribution, or related industries preferred.

• Demonstrated success in managing emerging, growth-stage, or mid-market customer accounts.

• Experience working with channel partners and ecosystem-driven sales models is desirable.