Assistant Vice President - Key Account Management - Defence/Government - Drones Industry

Assistant Vice President - Key Account Management

Department: Sales

Work Mode: Hybrid

Location: Remote

Travel: Approximately 30% - Pan India

Reporting: VP Sales

Employment Type: Full-time

About the Company:

The company designs drone systems to detect, identify, and neutralize drones and provides a robust defense solution for military installations, critical infrastructure, and urban environments.

About the Role:

We are looking for an experienced Key Account Management leader to own and grow strategic customer relationships across the Defence and Government sectors. The role is responsible for driving repeat business, customer satisfaction, account expansion, and long-term partnerships while serving as the primary commercial interface for Indrajaal's existing strategic customers.

Key Responsibilities:Strategic Account Management:

• Own key customer relationships across Defence and Government accounts

• Develop long-term account growth strategies

• Build executive-level customer relationships

• Conduct regular account reviews and engagement meetings

Business Growth:

• Drive repeat orders, upgrades, and expansion opportunities

• Identify cross-selling, upselling, and AMC opportunities

• Support software upgrades and product enhancement initiatives

• Increase customer lifetime value and retention

Customer Engagement:

• Serve as the primary point of contact for strategic customers

• Manage commercial and operational escalations

• Ensure timely resolution of customer issues

• Maintain high levels of customer satisfaction

Commercial & Contract Management:

• Support commercial negotiations and contract amendments

• Lead renewal and AMC discussions

• Coordinate payment follow-ups with internal teams

• Ensure smooth contract execution throughout the customer lifecycle

Forecasting & Account Planning:

• Develop strategic account plans and growth roadmaps

• Track upcoming procurement opportunities

• Maintain account forecasts and pipeline visibility

• Report account health and business opportunities to Sales leadership

Cross-Functional Coordination:

• Collaborate with Sales, Pre-Sales, Engineering, Operations, Product Management, Finance, Legal, PMO, and Customer Support

• Ensure seamless execution of customer commitments

• Align internal teams for successful account delivery

Customer Insights & Process Development:

• Capture customer feedback and competitive insights

• Share recommendations for product and business improvements

• Establish key account management processes and best practices

• Build and lead the Key Account Management team as the business grows

Qualifications & Skills:

• 12+ years of experience in Key Account Management, Strategic Sales, or Enterprise Account Management

• Defence background preferred; Ex-Armed Forces candidates are highly desirable

• Alternatively, experience managing Defence, Government, PSU, Telecom, Aerospace, Electronics, or Technology accounts

• Strong understanding of Government and Defence procurement processes

• Proven expertise in executive stakeholder management and commercial negotiations

• Excellent account planning, forecasting, and business development skills

• Experience managing strategic accounts with long sales cycles

• Willingness to travel across India

Expected Business Outcomes:

• Strengthen strategic customer relationships and account ownership

• Increase repeat business, upgrades, AMCs, and cross-selling opportunities

• Improve customer retention and long-term account growth

• Enhance forecasting accuracy and opportunity visibility

• Improve customer responsiveness and issue resolution

• Enable the Sales team to focus on new business acquisition

• Build a scalable Key Account Management function to support future growth