AGM - National Accounts

Role

National Account Manager

Band

M2

Location

Mumbai

Job Purpose

• To manage the National customer relationship for Mumbai HQ accounts
• Build Relationship with the Key Buying centre ( C- Levels) to influence deals Nationally
• Drive profitable revenue growth
• Deliver the best in class customer experience to our customers
• Ring fencing customer base, acquiring new customers.
• Increased market share from integrated product, service, mobile solution offerings, and fixed data product, WAN, LAN, SIP, WiFi, Data centre, IOT etc

Key Result Areas/Accountabilities

Revenue and New business

• Deliver Revenue / TCV growth target in line with the DB
• Create opportunities for participation in Large deals
• C – Level Customer stakeholder engagement and escalation contact for all customer experience
• Engagement with various stakeholders to deliver the revenue growth for strategic accounts
• Create opportunities with focus on products as IPVPN, Cloud & Hosting, SD- WAN, MPLS, IOT, Fixed Voice, Mobility, etc
• Drive Digital Workshops with cross functional teams of customer

Engagement

• Own multi touch points and engagements in Customer organisation and internally
• Expand the buying centre and engage with multiple contacts ( not limiting to Procurement, IT, Admin)
• Engage cross functionally to deliver a quality experience to the Customer
• Manage virtual teams including delivery, solution, service, collections
• Ensure governance of QBR’s and other reviews with customer
• Develop deep understanding of the customer telecom spend and our Share of Wallet (SOW).

Process Management

• Build discipline of usage of internal tools like 1SF/ ESMS as appropriate and maintain forecast accuracy
• Adherence of sales processes including tariff approvals, Bid management, order management, A/c enlistment etc.
• Ensure correct forecasting and commits as per DB target
• Maintain at least 4X funnel (X being DB Target)

Core Competencies, Knowledge, Experience

Competencies

• Experience in managing global and a track record of global accounts/ enterprise solution selling
• Experience in complex change management and operating in a matrix, fast moving and technical environment.
• Experience in working in multi-cultural environment ability to manage an international and distributed team.
• Team player, strong influence and relationship management skills, customer centric.
• Strong communication and decision making skills– ability to balance conflicting interests and ability to lead in a high-growth, high-uncertainty environments

Knowledge

• Good knowledge of mobility, fixed and other communication technologies, technical sales background preferable.
• Preferably worked with IT/ ITES/ BPO organizations

Learning

• To learn new products and services so as to be updated with the Customer needs and market trends
• Apply the learning in own Customer scenario

Qualifications

Must have technical / professional qualifications

• MBA with Engineering background
• Sales and cross functional work Experience of more than 8+Years

Strong Leadership Skills