Strategic Account Director
On-sitePune, Maharashtra, India
Job Summary
Own and grow 4–6 strategic enterprise accounts with ARR potential exceeding ₹5 Cr by building trusted-advisor relationships at board, MD/CEO, CTO, and CDO levels. Design multi-year digital transformation roadmaps, negotiate enterprise platform agreements including ELAs and OEM partnerships, and orchestrate a virtual account team spanning pre-sales, delivery, product, and executive leadership. Drive account NRR ≥140% through platform consolidation strategies and represent Rubiscape at industry forums and advisory boards to source strategic referrals. Provide executive-level insights into competitive dynamics and pricing to shape the annual go-to-market strategy. Requires 12+ years of enterprise technology sales experience with a track record of closing Fortune 500 and global MNC deals in India's data and AI market.
Required Qualifications
- 12+ years of enterprise technology sales experience
- at least 5 years managing strategic or global accounts at ₹10 Cr+ ARR in data, analytics, AI, or cloud platforms
- Demonstrated track record of closing and growing transformational, multi-year platform deals at Fortune 500, large PSU, or global MNC accounts operating in India
- Executive-level presence and communication skills: experienced in board-level presentations, CXO advisory conversations, and multi-year roadmap facilitation
- Deep commercial expertise in ELA structuring, volume-based pricing, risk-sharing commercial models, and partner-led revenue constructs
- Proven ability to build and lead virtual account teams across pre-sales, delivery, product, and C-suite, driving alignment and accountability across diverse stakeholders
- Bachelor's or Master's degree
Desired Qualifications
- MBA from a premier institution
- Prior P&L or sales leadership experience managing a portfolio of strategic accounts with direct team management responsibility of junior account managers or CSMs
- Expertise in one or more of Rubiscape's key verticals — BFSI (fraud, risk, regulatory), manufacturing (predictive maintenance, supply chain), or public sector (governance analytics, smart infrastructure) — sufficient to credibly advise on domain-level transformation
- Experience structuring government or defence sector platform agreements, including air-gapped deployment requirements and security clearance-level data governance
- Board-level network within India's top 500 enterprises or public sector institutions that can accelerate strategic account introductions
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