Senior Account Executive

The Account Executive is a net-new business generator responsible for acquiring new client logos and establishing Yash’s presence in untapped accounts. AEs are growth catalysts — driving prospecting, building pipeline, converting opportunities, and creating strong handoffs to Client Partners for long-term account growth.

Key Responsibilities

1. New Logo Acquisition
2. Prospect and engage with target accounts using multiple channels (networking, cold outreach, events, digital).
3. Secure first meetings, build executive-level relationships, and qualify opportunities.
4. Own the sales cycle from lead identification through deal closure.

1. Pipeline Development & Conversion
2. Build and maintain a healthy pipeline with 3x coverage.
3. Drive competitive pursuits and position Yash against incumbent providers.
4. Collaborate with Pre-Sales and Service Lines to develop proposals and value-driven solutions.

1. Market & Partner Engagement
2. Leverage alliances, rainmakers, and influencers to open doors in target accounts.
3. Represent Yash at industry events, conferences, and client forums to increase visibility.
4. Provide field insights to Marketing and Service Lines to sharpen Yash’s GTM strategies.
5. Handoff & Transition to Client Partners
6. Ensure smooth transition of closed accounts to Client Partners for mining and long-term growth.
7. Maintain executive presence during early delivery phases to reinforce credibility.

Success Metrics

1. Net-new logos acquired per quarter/year
2. Pipeline creation and qualification rates
3. Win rate on pursuits / competitive displacements
4. Contribution to market revenue targets
5. Quality of handoff to Client Partners (client satisfaction at transition)

Qualifications

1. Typically 8–10 years of experience in business development or sales, ideally within IT services or consulting.
2. Proven success acquiring new clients and managing full sales cycles — from prospecting to closure.
3. Strong understanding of the local market landscape, including target industries, key accounts, and competitive ecosystem.
4. Strategic and resourceful prospector — leverages alliances, networks, and market intelligence to identify and pursue high-potential opportunities.
5. Compelling communicator and storyteller — articulates YASH’s value proposition clearly and credibly to executive stakeholders.
6. Business-savvy with technical fluency — able to connect YASH’s offerings (e.g., SAP, Cloud, Data, AI, Salesforce) to client needs and business outcomes.
7. Collaborative closer — partners with Service Lines, Pre-Sales, and Delivery to develop compelling and executable solutions.
8. Disciplined and self-motivated operator — manages pipeline rigorously, uses CRM consistently, and thrives in a fast-paced, entrepreneurial environment.
9. Bachelor’s degree required; MBA or equivalent postgraduate degree preferred.