Manager - Cloud PSS Sales - Telecom

Airtel

Job Description : (Deliverables, Decision level, Demonstrate & Dimensions)

Job Title: Cloud PSS

Proposed Job Level: Manager

Function: PSS

Location: Mumbai

Reporting to: SaaS Head

Purpose of the Job (Brief)

- Cloud is a focus area for airtel and this role is a big contributor to success of cloud business. This role is being positioned at regional level to drive regional cloud GTM. The role demands ability to leverage existing channel partner and sales system. Cloud sales will need critical evaluation of channel partner eco-system and develop new channel partners to drive business. Role is also responsible for driving cloud ISV local contacts in the region for business.

- Knowledge of cloud business and able to show value to customer is critical for the role.

- Positioning of airtel as IT vendor is very critical for the role.

Deliverables (Maximum 5-6 key responsibilities)

Expected Key Results Activities

- Cloud regional business - Revenue generation

- OB & Funnel generation

- Market segmentation for the portfolio - Cloud has a product mix and we need to ensure all products get right attention

- We plan to take portfolio to upto 25 products (today 4) and hence it needs drive on all products through right market segmentation and sales strategy.

- Cloud Competency - Cloud competencies need to be developed at sales level

- Development of competence to talk network and cloud together

- Cloud Marketing - Customers do not see airtel as cloud company

- This needs market perception change and differentiation against competition

- Channel Partner Eco System enablement - Need to hire right CP who can sell cloud

- Training, monitoring and enablement.

- Local alliance management - Cloud portfolio is made up of big ISVs like Microsoft, McAfee, HP, IBM, Ramco, Zoho etc.

- Need to ensure local sales level connect is strengthened to drive cloud business.

Decision level

Prime: Final Decision Making authority, accountable to the Management

- Regional sales strategy

- Regional Channel Partner Strategy

- Regional GTM

- Overall Regionals OB & AOP Shared: Decisions reached jointly with peers on a collective basis

Pricing & product portfolio

Region specific portfolio of products Contributory: Makes a major contribution to a decision or policy judgment reached by others

- Competition outlook

- Winning price points & strategy

Demonstrate (Key competencies)

- Driving sales & revenue targets

- Cloud & IT domain knowledge

- Business application understanding like ERP, CRM etc.

- Experience in cloud sales

- Inter-personal skills to manage in a matrix organization

- IT services know-how

- Enterprising and entrepreneurial

- Teamwork and collaboration

- Results orientation

- Analytical and problems Solving

- Networking and inter-personal skills

- Consulting, Facilitation and Selling skills

- Commercial Acumen

Educational Level:

Must have:

- BE + MBA

- Years of Industry experience with a good exposure on Product, Solution and Sales aspects.

Dimensions:

Impact of position on :

- Revenue 30+ Cr (5 Cr in Y1, 10 Cr in Y2 and 15 Cr ion Y3)- Cloud is growing business and this role can make it big for Airtel

Impact on customers (Please select one of the options below):

- Type of customers Mainly Internal Mainly External Fair mix of Internal & External

No. of Subordinates :

Approvals:

Reporting Manager: Head - SaaS & Alliances

Functional Head: AB - CMO Business HR C&B

Attach Organisation structure (Mandatory):

Please attach the structure having:

- All Reportees (direct, indirect & matrix)

- All Peers (with levels)

- Reviewer and reporting manager (with levels)