Senior Team Lead, Enterprise Accounts (R-16784)

Key Responsibilities

• Lead a team of Enterprise Account Managers and take ownership of achieving and exceeding assigned revenue targets
• Implements proven sales and marketing strategies by analyzing trends, market mapping, competitor analysis to enable effective decisioning and forecasting of sales numbers
• Develop and execute a customer/account led strategy based on opportunity size, customer requirement and D&B’s strategic priorities
• Build and maintain strong, trusted relationships with C-level executives (CXO) within key enterprise accounts to foster long-term partnerships
• Act as a trusted advisor to senior client stakeholders, understanding their business needs and aligning solutions that drive mutual value
• Serve as an escalation point for critical issues and challenges, demonstrating strong problem-solving skills in managing high-level client relationships
• Establish KPIs and metrics to monitor the success of upselling and cross-selling activities across enterprise accounts
• Regularly review the performance of the Account Managers, providing detailed reports on sales pipeline, forecasts, and overall team performance to senior management
• Identify trends, risks, and opportunities within the account portfolio to refine and adjust account strategies as needed
• Partner with other departments such as product development, marketing, and customer success to ensure seamless delivery and implementation of solutions
• Collaborate with internal stakeholders to drive the adoption of new products and services within enterprise accounts
• Lead, mentor, and develop a team of Enterprise Account Managers, ensuring individual and team sales goals are met or exceeded
• Monitor the periodic performance of Account Managers and provide regular coaching, feedback, and development plans
• Conduct performance reviews, setting clear goals and KPIs to track and improve team performance in account management and revenue growth
• Create an environment orientated to trust, open communication, creative thinking & cohesive team effort

Key Requirements

• Master’s degree in business, Marketing, or a related field; MBA preferred
• 10+ years of experience in enterprise account management or sales leadership roles, preferably in B2B or technology industries
• Proven ability to build and maintain strong relationships with C-level executives (CXO) and other senior client stakeholders
• Demonstrated experience leading and developing high-performing sales teams
• Strong understanding of upselling, cross-selling, and managing complex, long-term client relationships
• Excellent negotiation, communication, and presentation skills, with the ability to influence and engage at executive levels
• Strategic thinker with a data-driven approach to problem-solving and decision-making
• Strong Influencing and collaboration skills to leverage relationships across stakeholders to successfully drive results

Primary External Interactions

• Decision makers (CXO’s) at MNCs, Large Indian Corporates, PSU’s and Banks

Primary Internal Interactions

• Operations Team, Finance, HR, Facility, IT Infrastructure, Heads of Other SBU

Competencies

• Strong interpersonal and Presentation skills
• Sound Business Acumen and Market knowledge
• Result-oriented with a strong drive to exceed sales targets
• Strong leadership and team management capabilities
• Exceptional relationship-building skills at the CXO level, with a focus on long-term partnership growth
• Excellent analytical, organizational, and time management skills