Strategic Account Manager

Skills this role screens for

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Overview

A Strategic Account Manager owns large regional or national restaurant chains, typically 20+ outlets across multiple cities, often with sophisticated operations teams. These accounts are enterprise-level: they require executive alignment across regions, cross-functional coordination with Swiggy and operations teams, and the ability to think strategically about long-term partnerships.

The work

Key Responsibilities

Visit our tech blogs to learn more about some the challenges we deal with: https://medium.com/swiggy-bytes

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, disability status, or any other characteristic protected by the law.

• Own enterprise accounts: Manage 20-30 multi-city chains, each with 20+ outlets generating annual revenue in crores. These accounts are the profit center of the city
• Executive partnership: Your primary contacts are executives (franchisors, regional VPs, founders). You are a trusted advisor shaping their Swiggy strategy
• Cross-functional leadership: Coordinate with Swiggy central team, operations, and finance teams to deliver custom solutions, integrations, or special programs for accounts
• Strategic planning: Develop 6 to 12-month growth plans with accounts. Identify expansion opportunities across new cuisines, formats, and locations. Position Swiggy as core to their growth
• Complex deal structuring: Negotiate high-value contracts, custom pricing, exclusive arrangements, and value-add services. You have significant autonomy on deal terms
• Enterprise QBRs: Present quarterly business reviews to boards or executive teams. Your presentations need data, insights, and vision for the partnership
• Churn prevention: Monitor account growth obsessively. Identify red flags early, escalate issues, and develop retention strategies for at-risk accounts
• Market expansion: Identify new restaurant groups entering your market or new formats expanding. Lead high-touch outreach and land transformational accounts
• Data mastery: Build predictive models for account health, identify leading indicators of churn, develop ROI calculators for pitches, and forecast quarterly revenue with accuracy
• Strategic travel: Travel to account locations and regional hubs 1-2 times per quarter. Occasionally present at franchisee conferences or advisory boards
• Executive presence: Your interactions with restaurant executives and internal Swiggy leadership reflect Swiggy's brand. You are a professional partner, not a transactional salesperson
• 4+ years in enterprise account management, strategic sales, or business development at high-growth tech companies
• Proven track record in closing and expanding deals, managing multi-stakeholder relationships
• Exceptional Presentation Skills: The SAM must present enterprise business reports, growth roadmaps, and commercial proposals with clarity, structure, and high confidence. Grade-A executive communication is non-negotiable.
• Advanced Analytical Thinking: The role requires the ability to decode complex problem statements from data, identify growth levers, diagnose performance gaps, forecast revenue, and build structured business cases independently.
• Ownership & Expansion Mindset: A strong go-getter attitude is essential — someone who thinks beyond transactional account management and proactively identifies expansion, innovation, and partnership opportunities.
• 30 to 40 in-Person restaurant partner meetings in a month
• MBA/PGDM preferred