Key Account Manager - IT

Key Account Manager - IT

Key Responsibilities:

The purpose of this job is to act as the account manager for all customers of the Business and support the position of Senior Vice President - Business Development.

The position responsibilities include :

- Be the primary point of contact for proactive customer stakeholder engagement, independently at various levels across the customer team, and the escalation contact for all key customer issues

- Facilitate interactions between the senior level counterparts at the customer and the internal team

- Deliver revenue growth in line with revenue targets from respective accounts

- Create and maintain updated account plan with mapping of the buying centers & decision makers

- Implement tactical account plan in terms of client mapping and engagement.

- Communicate clearly the progress of monthly/quarterly initiatives to internal and external stakeholders. Prepare monthly updates for customers on engagement, key developments, and action plan

- Forecast and track key account metrics, including revenue, collections, and demand forecasts

- Perform customer discovery discussions to understand and document business needs and design and present proposals towards the same. This would include participating in customer discussions along with technical and project teams

- Work with customer counterparts and legal for closure of agreements

- Timely generation of purchase orders from customers basis agreed on roll-out plans

- Provide all supporting documentation to finance for generation of invoices

- Follow-up on, maintain and improve health on collections timeliness across accounts

- Work closely with Company's project and technical teams to grow business with customers

- Follow industry technology trends through self-study and formal training in core/transport, small cells, WiFi offload and FTTH domains

Position requirements :

Bachelor's degree in Engineering or a related field. The experience of 7 to 9 years or equivalent in B2B sales at a telecom equipment/infrastructure vendor or a major telecom operating company in a client facing role.

- Consultative selling and customer questioning techniques in order identify new opportunities, sell within existing accounts and maintain the role of trusted advisor to the customer in Telecom (preferably infrastructure services)

- 9+ years of experience in Pre-Sales / Account Management from a telecom background

- B2B sales experience required. Excellent negotiation skills

- Effective presentation, analytical, communications and customer relationship skills

- Fluency in commercial analysis including valuing proposals, deals, pricing options, time value of money

- Strong conflict management and objection handling skills

- High level of proficiency with MS Outlook, Word, Excel, PowerPoint

- Ability to articulate highly technical information to a non-technical staff and customer

- Ability to work autonomously on multiple projects and associated deliverables. Time management skills are a critical requirement

- Ability to work in high paced startup culture

- Confident, driven and dynamic leadership skills