Business Development & Relationship Executive

The Associate - Growth (GRW) and Customer Success (CS) is a dual-function, client-facing role that sits at the intersection of two equally important commercial responsibilities – generating new business & revenue and retaining existing clients. On the Growth side, you will identify, pursue, and convert new business opportunities – owning the full sales cycle from first contact to signed agreement. On the Customer Success side, you will manage existing client relationships – ensuring renewals are completed on time, clients are trained and engaged, escalations are resolved, and the company's recurring revenue is protected and grown. This role is applicable across the company – with the specific product set, target client segment, and geographic territory defined by the Reporting Head at the time of joining. Roles & Responsibilities 1. New Business Development & Lead Generation Follow up on assigned leads and arrange meetings with prospective B2B clients across the assigned territory / zone in a timely and structured manner. Generate leads independently through field experience, market research, referrals, networking, and observation of industry events and regulatory developments. Research prospective client institutions – their business profile, organizational structure, regulatory context, and technology maturity – to build relevant engagement and project strategies. Attend industry events, conferences, and seminars to identify new prospects and build APT's presence and credibility in target markets. Maintain an organized, current pipeline of all prospects in the CRM system at all times. 2. Product Demonstrations & Pre-Sales Engagement Develop thorough, in-depth functional knowledge of all assigned APT products – for both sales conversations and post-sale client advisory. Conduct structured, confident product demonstrations and presentations for prospective clients – positioning APT's solutions as the most relevant fit for the client's specific needs. Prepare supporting documentation – quotations, product notes, and proposal decks – to move deals forward efficiently and professionally. Handle commercial negotiations within approved parameters and close business deals – ensuring full documentation is handed over accurately to the CS and Billing teams. Consistently work towards and surpass assigned quarterly and annual new business targets. 3. Client Relationship Management & Account Retention Develop long-term, trusted relationships with key stakeholders across assigned existing client accounts – positioning yourself as a reliable, knowledgeable, and responsive point of contact. Schedule and conduct regular client meetings and structured check-ins – monitoring satisfaction levels, addressing concerns proactively, and reinforcing the value of APT's products and services. Create and execute quarterly client engagement plans – structured around key accounts, upcoming renewals, and product awareness or training needs. Act as the first point of contact for client complaints and escalations – owning the resolution process and coordinating internally to ensure prompt, professional closure. Proactively seek and document client feedback and share structured insights with the concerned teams. 4. AMC & Subscription Renewal Management Take full ownership of AMC and subscription renewals for all assigned client accounts – tracking renewal timelines, initiating engagement well in advance, and ensuring zero unplanned churn. Prepare, present, and negotiate renewal proposals and commercial quotes with clients – handling negotiations confidently and finalizing agreements. Identify and actively pursue upsell and cross-sell opportunities within the existing client base – introducing clients to additional APT products or service tiers that genuinely address their evolving needs. Maintain accurate, current records of all renewals, client interactions, and commercial discussions in the CRM system. 5. Client Training & Product Awareness Conduct product training sessions and awareness programs for assigned clients – helping them maximize adoption, utilization, and value from APT's products and services. Proactively advise clients on product updates, new features, and best practices that could benefit their organization. Prepare client-facing training documentation, user guides, and awareness materials where required. 6. Market Intelligence & Internal Collaboration Track competitor activity, market trends, and regulatory developments – and share structured insights with the teams at defined intervals. Provide field intelligence to the concerned team(s) to support product positioning, campaigns, and collateral development. Collaborate proactively with the Product Delivery, Product Development, and Marketing teams to address client needs and ensure a seamless client experience across the entire lifecycle. Maintain accurate and current records of all client interactions, deal stages, renewal timelines, and pipeline activity in the CRM system. Provide regular, structured updates to the Reporting Head on new business pipeline, renewal status, client health, and market observations. Qualification / Skill-sets Graduates / Professional Degree-holders / Post-Graduates desirous of a career spanning both Business Development / Sales and Client Relationship Management in the IT Software Solutions / Services space. 2-3 years of overall experience. Candidates with the right attitude, communication skills, and client orientation are actively encouraged to apply. Pleasing personality with excellent oral and written communication skills – a non-negotiable prerequisite for this client-facing role. Sound presentation creation and delivery skills – including the ability to engage confidently with senior institutional stakeholders. Strong problem-solving aptitude – with the clarity and composure to understand client issues and find structured, practical resolutions. Ability to manage multiple concurrent priorities – new business conversations, active renewals, client relationships, and internal coordination – without losing detail or urgency. Character traits of patience, resilience, and adaptability – essential for navigating long sales cycles while simultaneously sustaining trusted client relationships. Willingness and enthusiasm to extensively travel across assigned territory (within the city and PAN India, by any means of transport) – and a genuine passion for daily client interaction. Proficiency in MS Office – particularly PowerPoint and Excel. Keen desire for collaboration and interaction with internal cross-functional teams. Added Advantage Qualification / Skill-sets Prior experience of 2 years in Business Development, Key Account Management, or Client Relationship Management – ideally in IT Software Solutions / Services, with a demonstrable track record. Prior exposure to the BFSI sector – including banks, NBFCs, cooperative institutions, mutual fund houses, insurance companies, or financial training institutions – in a sales or relationship management capacity. Basic understanding of Banking / Financial Services – including regulatory frameworks, compliance dynamics, AMC / subscription commercial models, or technology adoption trends. Experience of engaging with mid-profile or senior institutional clients and stakeholders across multiple levels of an organization. Working knowledge of CRM software for pipeline management, renewal tracking, and client interaction records and exposure to AMC, subscription-based, or SaaS commercial models and the associated renewal and upsell processes.