Job Title

KEY RESPONSIBILITIES Account Planning & Stakeholder Mapping Develop and own a comprehensive account plan — mapping the full stakeholder ecosystem, identifying opportunities across business units, and working with AWS Account Manager counterparts to increase engagement and joint coverage Identify teams, business units, and decision-makers not yet engaged with Zarthi and build a structured outreach plan to systematically close those gaps Maintain accurate and up-to-date account plans, stakeholder maps, pipeline data, and forecast inputs in CRM — with regular reporting cadence to the Sales Head Executive & Stakeholder Relationship Management Build and nurture relationships with C-level executives, Engineering Heads, Delivery Leaders, Infrastructure Heads, and Practice Heads within the account Position Zarthi as a long-term strategic partner — not just a vendor — in the account's internal cloud and technology agenda Drive structured executive engagement through Quarterly Business Reviews (QBRs), executive briefings, and senior leadership connects Revenue Growth & Account Expansion Grow AWS consumption (ACR) across existing teams by identifying new workloads, migration opportunities, and consumption expansion plays Identify and convert upsell and cross-sell opportunities — proactively bringing Zarthi's 25+ practice areas into conversations where the account is currently buying from competitors Engage Zarthi's delivery and technical teams early in the sales cycle to shape solutions, respond to opportunities, and ensure Zarthi is positioned before competitors establish a foothold AWS Enablement & Alliance Collaboration Collaborate closely with Zarthi's Alliance Manager to stay current on AWS service launches, partner programs, and incentives — and translate these into timely, relevant conversations within the account Work with AWS field teams and Account Manager counterparts to drive co-sell opportunities, joint account planning, and coordinated engagement across the account Account Engagement & Immersion Design and execute high-impact engagement activities within the account — immersion days, technology workshops, lunch & learns, and capability showcases that demonstrate Zarthi's full breadth Ensure the account is continuously informed about Zarthi's evolving service capabilities and relevant AWS innovations — proactively, not reactively Maintain a consistent engagement cadence across stakeholder levels — working sessions with teams, monthly reviews with leads, and quarterly strategic sessions with senior leadership WHAT YOU BRING Must-Have 5+ years of experience in strategic account management, enterprise sales, or key account roles — with a demonstrable track record of growing large, complex accounts Prior experience working at a Tier-1 IT services company such as Wipro, HCL Technologies, Tech Mahindra, Infosys, or equivalent — you understand how large IT organisations are structured, how decisions are made, and how to navigate them Proven ability to navigate and build relationships across multi-stakeholder, multi-team enterprise environments — from team leads to C-suite Hunter mindset within an account — proactive, persistent, and skilled at identifying and converting opportunities that others miss Comfort with long sales cycles — prior experience nurturing accounts and opportunities over 5–6 months or more before they materialise, without losing momentum or focus Working knowledge of AWS services across compute, storage, databases, analytics, AI/ML, and GenAI — and the ability to position these credibly to internal enterprise technology stakeholders Strong communication and executive presence — equally effective presenting to a CTO and working through the details with an engineering team lead