Business Development & Customer Relationship Executive

Role Overview

TheAssociate - Growth (GRW) and Customer Success (CS) is a dual-function,client-facing role that sits at the intersection of two equally importantcommercial responsibilities – generating new business & revenue andretaining existing clients.

Roles & Responsibilities

1.      NewBusiness Development & Lead Generation

o   Followup on assigned leads and arrange meetings with prospective B2B clients acrossthe assigned territory / zone in a timely and structured manner.

o   Generateleads independently through field experience, market research, referrals,networking, and observation of industry events and regulatory developments.

o   Researchprospective client institutions – their business profile, organizationalstructure, regulatory context, and technology maturity – to build relevantengagement and project strategies.

o   Attendindustry events, conferences, and seminars to identify new prospects and buildAPT's presence and credibility in target markets.

o   Maintainan organized, current pipeline of all prospects in the CRM system at all times.

2.      ProductDemonstrations & Pre-Sales Engagement

o   Developthorough, in-depth functional knowledge of all assigned APT products – for bothsales conversations and post-sale client advisory.

o   Conductstructured, confident product demonstrations and presentations for prospectiveclients – positioning APT's solutions as the most relevant fit for the client'sspecific needs.

o   Preparesupporting documentation – quotations, product notes, and proposal decks – tomove deals forward efficiently and professionally.

o   Handlecommercial negotiations within approved parameters and close business deals – ensuringfull documentation is handed over accurately to the CS and Billing teams.

o   Consistentlywork towards and surpass assigned quarterly and annual new business targets.

3.      ClientRelationship Management & Account Retention

o   Developlong-term, trusted relationships with key stakeholders across assigned existingclient accounts – positioning yourself as a reliable, knowledgeable, andresponsive point of contact.

o   Scheduleand conduct regular client meetings and structured check-ins – monitoringsatisfaction levels, addressing concerns proactively, and reinforcing the valueof APT's products and services.

o   Createand execute quarterly client engagement plans – structured around key accounts,upcoming renewals, and product awareness or training needs.

o   Actas the first point of contact for client complaints and escalations – owningthe resolution process and coordinating internally to ensure prompt,professional closure.

o   Proactivelyseek and document client feedback and share structured insights with the concernedteams.

4.      AMC& Subscription Renewal Management

o   Takefull ownership of AMC and subscription renewals for all assigned clientaccounts – tracking renewal timelines, initiating engagement well in advance,and ensuring zero unplanned churn.

o   Prepare,present, and negotiate renewal proposals and commercial quotes with clients – handlingnegotiations confidently and finalizing agreements.

o   Identifyand actively pursue upsell and cross-sell opportunities within theexisting client base – introducing clients to additional APT products orservice tiers that genuinely address their evolving needs.

o   Maintainaccurate, current records of all renewals, client interactions, and commercialdiscussions in the CRM system.

5.      ClientTraining & Product Awareness

o   Conductproduct training sessions and awareness programs for assigned clients – helpingthem maximize adoption, utilization, and value from APT's products and services.

o   Proactivelyadvise clients on product updates, new features, and best practices that couldbenefit their organization.

o   Prepareclient-facing training documentation, user guides, and awareness materialswhere required.

6.      MarketIntelligence & Internal Collaboration

o   Trackcompetitor activity, market trends, and regulatory developments – and sharestructured insights with the teams at defined intervals.

o   Providefield intelligence to the concerned team(s) to support product positioning,campaigns, and collateral development.

o   Collaborateproactively with the Product Delivery, Product Development, and Marketing teamsto address client needs and ensure a seamless client experience across theentire lifecycle.

o   Maintainaccurate and current records of all client interactions, deal stages, renewaltimelines, and pipeline activity in the CRM system.

o   Provideregular, structured updates to the Reporting Head on new business pipeline,renewal status, client health, and market observations.

Requirements

Qualification/ Skill-sets

·         Graduates/ Professional Degree-holders / Post-Graduates desirous of a career spanningboth Business Development / Sales and Client Relationship Management in the ITSoftware Solutions / Services space.

·         0– 2 years of overall experience. Freshers with the right attitude,communication skills, and client orientation are actively encouraged to apply.

·         Pleasingpersonality with excellent oral and written communication skills – anon-negotiable prerequisite for this client-facing role.

·         Soundpresentation creation and delivery skills – including the ability to engageconfidently with senior institutional stakeholders.

·         Strongproblem-solving aptitude – with the clarity and composure to understand clientissues and find structured, practical resolutions.

·         Abilityto manage multiple concurrent priorities – new business conversations, activerenewals, client relationships, and internal coordination – without losingdetail or urgency.

·         Charactertraits of patience, resilience, and adaptability – essential for navigatinglong sales cycles while simultaneously sustaining trusted client relationships.

·         Willingnessand enthusiasm to extensively travel across assigned territory (within thecity and PAN India, by any means of transport) – and a genuine passion fordaily client interaction.

·         Proficiencyin MS Office – particularly PowerPoint and Excel.

·         Keendesire for collaboration and interaction with internal cross-functional teams.

AddedAdvantage Qualification / Skill-sets

·         Priorexperience of 1 – 2 years in Business Development, Key Account Management, or ClientRelationship Management – ideally in IT Software Solutions / Services, with ademonstrable track record.

·         Priorexposure to the BFSI sector – including banks, NBFCs, cooperative institutions,mutual fund houses, insurance companies, or financial training institutions – ina sales or relationship management capacity.

·         Basicunderstanding of Banking / Financial Services – including regulatoryframeworks, compliance dynamics, AMC / subscription commercial models, ortechnology adoption trends.

·         Experienceof engaging with mid-profile or senior institutional clients and stakeholdersacross multiple levels of an organization.

·         Workingknowledge of CRM software for pipeline management, renewal tracking, and clientinteraction records and exposure to AMC, subscription-based, or SaaS commercialmodels and the associated renewal and upsell processes.

Note: This job profileis indicative and maybe updated from time to time based on organizationalrequirements. Any other roles and responsibilities as suggested by the SBU Head/ Deputy Head shall also form part of this profile.