Role Overview

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

o Follow up on assigned leads and arrange meetings with prospective B2B clients across the assigned territory / zone in a timely and structured manner.

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

o Research prospective client institutions – their business profile, organizational structure, regulatory context, and technology maturity – to build relevant engagement and project strategies.

o Attend industry events, conferences, and seminars to identify new prospects and build APT's presence and credibility in target markets.

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

2. Product Demonstrations & Pre-Sales Engagement

o Develop thorough, in-depth functional knowledge of all assigned APT products – for both sales conversations and post-sale client advisory.

o 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.

o Prepare supporting documentation – quotations, product notes, and proposal decks – to move deals forward efficiently and professionally.

o Handle commercial negotiations within approved parameters and close business deals – ensuring full documentation is handed over accurately to the CS and Billing teams.

o Consistently work towards and surpass assigned quarterly and annual new business targets.

3. Client Relationship Management & Account Retention

o Develop long-term, trusted relationships with key stakeholders across assigned existing client accounts – positioning yourself as a reliable, knowledgeable, and responsive point of contact.

o 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.

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

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

o Proactively seek and document client feedback and share structured insights with the concerned teams.

4. AMC & Subscription Renewal Management

o 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.

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

o 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.

o Maintain accurate, current records of all renewals, client interactions, and commercial discussions in the CRM system.

5. Client Training & Product Awareness

o Conduct product training sessions and awareness programs for assigned clients – helping them maximize adoption, utilization, and value from APT's products and services.

o Proactively advise clients on product updates, new features, and best practices that could benefit their organization.

o Prepare client-facing training documentation, user guides, and awareness materials where required.

6. Market Intelligence & Internal Collaboration

o Track competitor activity, market trends, and regulatory developments – and share structured insights with the teams at defined intervals.

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

o 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.

o Maintain accurate and current records of all client interactions, deal stages, renewal timelines, and pipeline activity in the CRM system.

o Provide regular, 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 spanning both Business Development / Sales and Client Relationship Management in the IT Software Solutions / Services space.

· 0 – 2 years of overall experience. Freshers 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 1 – 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.

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