Manager Sales & Account Management

Job description

Imarticus Learning is a leading education provider focused on high-quality, industry-specific learning supported by innovative technology, specialized training, career assistance, and mentorship from seasoned professionals. With over a decade of experience, the organization has impacted more than one million learners through expert faculty, premier institute partnerships, and a strong network of global hiring partners. Imarticus offers Job Assured Programs, Global Accounting and Finance Programs, Executive Education Programs, and Senior Leadership Programs designed to build practical, industry-ready skills. Its immersive teaching methodology includes live lectures, hybrid learning, peer discussions, capstone projects, industry seminars, guest lectures, and soft skills training. The company has earned multiple national and international awards and is recognized as a top provider in finance, analytics, and digital learning. THE ROLE We are hiring a Manager Sales & Account Management to join our Enterprise Business Unit. This is a dual-mandate role: you will own and grow a portfolio of existing named accounts while simultaneously hunting for and closing new enterprise logos. You will work closely with our VP of Enterprise Sales, a pre-sales proposal team, and our delivery organisation to bring customised learning solutions to senior L&D, HR, and business stakeholders. This is not a transactional sales role you will be expected to understand client business problems, co-design solutions, and become a trusted advisor to your accounts. KEY RESPONSIBILITIES Account Management Farming • Own a portfolio of named enterprise accounts; maintain and grow revenue relationships with existing clients. • Build multi-threaded relationships across CHRO, CLO, CTO, BU heads, and procurement within each account. • Conduct regular business reviews with key accounts; identify upsell, cross-sell, and renewal opportunities. • Develop account expansion plans for each named account mapping white spaces across BUs, geographies, and product lines. • Be the single point of contact and accountability for your accounts both internally and externally. New Business Development Hunting • Proactively identify, target, and close new enterprise accounts aligned to Imarticus's ICP (BFSI, GCCs, IT Services, Consulting, Manufacturing). • Build and manage a self-sourced new business pipeline using outreach, referrals, events, and your professional network. • Own the full sales cycle: prospecting → qualification → discovery → proposal → negotiation → closure. • Work with the pre-sales team to co-create custom proposals and solution decks that address specific client learning challenges. • Achieve and exceed quarterly new business targets. Solution Design & Proposal • Translate client business problems into structured learning solution briefs for the pre-sales and delivery teams. • Participate actively in proposal reviews, pricing discussions, and client presentations. • Ensure proposals are commercially sound and aligned to GM thresholds; flag exceptions early. Pipeline & CRM Discipline • Maintain accurate, up-to-date pipeline in Apptivo CRM — deal stage, value, closure date, and next action for every open opportunity. • Report weekly on pipeline health, forecast, and deal risks in team reviews. • Track and report wins, losses, and competitive intel — actively use loss reviews to improve proposal quality. WHAT WE'RE LOOKING FOR • 6–8 years of total work experience in enterprise B2B sales or account management. • Minimum 3–4 years of direct experience in EdTech or HRTech — selling learning, capability- building, or talent solutions to corporates. This is non-negotiable. • Demonstrated experience in custom solution selling — you have built and sold bespoke solutions, not just off-the-shelf products. • Proven track record of managing and growing named enterprise accounts (farming) alongside new logo acquisition (hunting). • Ability to engage and build relationships with senior stakeholders — CXO, CHRO, CLO, CTO level — comfortably and credibly. • Strong commercial acumen: you understand pricing, margin thresholds, deal structuring, and negotiation. • Excellent written and verbal communication — you can own a client room, write a sharp proposal, and present a compelling pitch. • CRM discipline — you keep your pipeline clean and your forecasts accurate. Good to Have • Prior experience selling AI/Technology training, leadership development, or executive education programs. • Existing network in BFSI, GCC, IT Services, Consulting, or Manufacturing sectors. • Exposure to large enterprise accounts (₹1 Cr+ revenue per account). • Familiarity with proposal-led / consultative sales models where pre-sales teams support the BD function. WHY THIS ROLE • You will be part of a high-ownership, low-bureaucracy enterprise team — decisions move fast and good work gets recognised. • Direct access to senior leadership and a seat at the table on account strategy, product development, and market expansion. • Imarticus is actively building two new high-value product lines — an AI/Tech Academy (intermediate to advanced) and International Executive Education — and you will be among the first to take these to market. • Strong existing client base with deep relationships at EY, Cognizant, HSBC, Wells Fargo, Amdocs, and more — you walk in with warm accounts, not a cold book. • Competitive fixed + variable compensation with meaningful upside on a ₹5 Cr target.