Key Account Manager

We’re Hiring | Key Account Manager – MachineAstro
MachineAstro is looking for an experienced Key Account Manager (10+ years) to drive strategic account growth, create customer value, and identify new business opportunities in the industrial sector.
📍 Location: Pune | Mumbai | Ahmedabad
🎓 Education: BE/B.Tech – Mechanical | MBA preferred
📊 Experience: 10+ years | CAT-II/CAT-III Vibration preferred
Key focus:
• Strategic account growth & expansion
• New opportunity & use-case hunting
• Customer value creation
• POC-to-business conversion
• Revenue growth & timely payment realization
• Strong customer & plant-level engagement
If you are a hunter + farmer who can turn customer challenges into business opportunities, we’d love to hear from you.
📩 Send your profile to: nirav.patel@machineastro.com
Role Purpose
MachineAstro is looking for a commercially driven Key Account Manager responsible for growing strategic industrial accounts through customer value creation, new opportunity hunting, use-case development, account expansion and revenue growth. The role combines consultative selling with strong technical understanding of vibration monitoring, condition monitoring and asset health. The KAM will work across plant, corporate, technical, procurement and senior-management stakeholders and convert customer problems into measurable business outcomes and sustainable revenue.
Key Responsibilities
1. Strategic Key Account Ownership
· Own assigned strategic accounts and prepare account plans covering customer priorities, installed base, stakeholders, whitespace, opportunities, risks and growth actions.
· Build multi-level relationships across maintenance, reliability, engineering, operations, digital/IT, procurement and senior management.
· Understand customer operations, asset criticality, maintenance practices and business priorities to identify areas where MachineAstro can create value.
2. Account Growth & Expansion
· Drive year-on-year growth within existing accounts through cross-sell, upsell, additional assets, plants, business units, applications and services.
· Identify whitespace and increase MachineAstro share of wallet by expanding successful deployments from machine/area level to line, plant, multi-site or enterprise programs.
· Convert successful POCs, pilots and initial deployments into repeat and larger commercial programs.
3. Opportunity & Use-Case Hunting
· Proactively identify new customer problems, reliability gaps and business cases rather than relying only on inbound enquiries or RFQs.
· Identify opportunities related to recurring failures, unplanned downtime, maintenance cost, inspection effort, safety, critical rotating equipment and predictive-maintenance initiatives.
· Develop new use cases and convert identified pain points into qualified opportunities with clear technical, commercial and value propositions.
· Maintain strong focus on pipeline creation, opportunity quality and conversion.
4. Value Creation & Consultative Selling
· Position MachineAstro as a reliability and technology partner, linking solutions to measurable customer outcomes.
· Develop ROI/value cases around downtime avoidance, maintenance cost reduction, asset availability, reliability, safety and productivity.
· Work with SMEs and presales to quantify value, develop solution proposals and demonstrate business impact.
· Capture successful outcomes and replicate proven value propositions across similar accounts or plants.
5. Customer Engagement, POC & Solution Execution
· Conduct regular customer plant visits, asset assessments, POC discussions, technical workshops, demonstrations, reviews and training.
· Lead customer-facing POCs with clear objectives, success criteria, timelines and commercial conversion plans.
· Coordinate project planning and delivery from the account perspective, ensuring commitments and customer expectations are met.
· Identify expansion opportunities during and immediately after implementation.
6. Technical & Fault-Analysis Coordination
· Understand vibration and condition-monitoring concepts and customer asset failure modes sufficiently to lead technical-commercial discussions.
· Coordinate with CAT-II/CAT-III analysts and SMEs for asset fault analysis, recommendations and data-driven customer insights.
· Translate technical findings into operational impact, business value and recommended next actions.
7. Customer Success & Retention
· Ensure customers realize measurable value from deployed solutions and maintain high levels of adoption and satisfaction.
· Identify risks to customer satisfaction, renewal, adoption or expansion and drive timely resolution with internal teams.
· Convert customer success into references, case studies, repeat deployments and expansion opportunities.
8. Internal & Partner Collaboration
· Align SMEs, presales, product management, inside sales, delivery and customer-success teams around account priorities and opportunity strategy.
· Develop productive relationships with system integrators, consultants and technology partners to create and expand opportunities.
· Share customer requirements, market feedback and competitive intelligence with relevant internal teams.
9. Commercial Management & Payment Follow-up
· Own commercial follow-up for assigned accounts in coordination with finance, sales operations and business teams.
· Track purchase orders, invoicing, payment milestones, outstanding receivables and agreed credit terms.
· Proactively follow up with customer commercial/procurement/accounts-payable teams to ensure invoices are processed and payments are received on time.
· Escalate overdue payments, disputes and commercial risks promptly and coordinate resolution with internal stakeholders.
· Maintain healthy receivables and ensure account growth is supported by disciplined cash collection.
10. Market Intelligence & Marketing Support
· Track industry trends, customer priorities, competitor positioning and emerging technologies in condition monitoring, predictive maintenance and Industrial IoT.
· Identify market intelligence that can improve MachineAstro's value proposition and opportunity strategy.
· Support marketing with customer insights, case studies, application stories, demos, blogs, videos and success stories.
11. Revenue & Management Reporting
· Own account-level revenue growth in collaboration with Business Development and Sales leadership.
· Maintain accurate pipeline, forecast, opportunity stages, closure plans and account-growth metrics.
· Provide management updates on revenue, pipeline, new use cases, expansion opportunities, customer risks, collections and strategic actions.
Key Performance Indicators (KPIs)
· Year-on-year revenue growth from assigned key accounts
· New revenue generated from existing customers
· Account expansion and share-of-wallet growth
· New opportunities and qualified pipeline generated
· New use cases / business cases developed
· POC-to-commercial conversion rate
· New plants, business units and assets penetrated
· Customer retention, satisfaction and referenceability
· Forecast accuracy and opportunity conversion
· On-time collection / receivables perfor

Work arrangement
No