Pankaj Shashikant

Account management professional with 3+ years growing B2B portfolios across FinTech, insurance and SaaS. Currently owns a 100+ account portfolio (combined annual turnover exceeding Rs. 5 Cr.) at IndiaMart, driving expansion revenue through Quarterly Business Reviews and stakeholder engagement up to C-suite level. Skilled at portfolio-level relationship management, renewals, cross-sell/upsell strategy, and cross-functional coordination with Product, Support and Operations to protect and grow account value.

Proven track record of consistently reaching 85-95% of assigned revenue targets in territory- and portfolio-based roles.

Customer Success Manager (Key Account Manager) at IndiaMart Intermesh Ltd. (2026-03 – Present)

• Own and grow a portfolio of 100+ B2B SaaS SME and enterprise accounts (combined annual turnover exceeding Rs. 5 Cr.), identifying and closing expansion revenue within the existing client book.
• Build and manage a CRM-tracked pipeline of account growth opportunities, applying disciplined qualification and forecasting to prioritise high-potential accounts.
• Lead value-based discovery and negotiation conversations with stakeholders at manager, director, and C-suite level, independently closing upsell and cross-sell deals.
• Build and present ROI-driven business cases in Quarterly Business Reviews (QBRs) to senior stakeholders, securing continued and expanded account investment.
• Partner cross-functionally with Product, Support, and Operations to ensure smooth account execution and protect long-term client relationships.
• Analyse account and market engagement data to inform growth strategy across the portfolio.

Key Relationship Manager (B2B Client Success) at ICICI Prudential Life Insurance (2024-11 – 2026-03)

• Managed a portfolio of relationships across 5 branches within an assigned territory, alongside individually owning a portion of the account revenue target.
• Led a field team of 3 Relationship Executives, assigning account targets, reviewing performance, and coaching on consultative, account-based selling.
• Owned a defined revenue target across a portfolio of B2B banking and FinTech accounts, achieving 85-95% of monthly targets through account growth strategies.
• Identified and closed new revenue opportunities within existing accounts, including cross-selling loans and insurance products.
• Led commercial negotiations directly with client stakeholders, balancing account value with commercial outcomes.
• Maintained forecasting accuracy and CRM hygiene through weekly account pipeline reporting, keeping leadership informed of portfolio health.
• Coordinated cross-functionally with underwriting, operations, and branch teams to resolve escalations and protect account relationships.

Business Trainee → Relationship Manager at ICICI Prudential Life Insurance (2023-06 – 2024-11)

• Built core account management fundamentals — CRM-based pipeline tracking, client follow-up, and consultative selling — in a fast-paced, target-driven environment.
• Managed competing account priorities and cross-functional coordination independently.
• Awarded for outstanding performance — recognised for consistent target achievement and proactive account management.

MBA in Marketing – Doon Business School (2021-08 – 2023-06)

BBA in Marketing – Kumaun University (2018-11 – 2021-06)