Account Manager - Sales - Telecom & CSP

The Account Manager (AM) is accountable for Sales/Revenue growth in key accounts. An AM builds and maintains strong relationships with the clients (including CIO level relationships), increases market share in the accounts and improves penetration. This role is dominantly sales-focused.

Sales :

- Identify opportunities of growth in the account and lead account strategy and planning.

- Develop and strengthen relationships with decision makers and influencers in the customer organisation and drive penetration in various functions including outside CIO.

- Leverage unique value proposition to shape opportunities for the customer and increase share of revenues from single source deals.

- Lead proposal development, negotiation and commercial terms for large deals.

- Regularly monitor sales trends, market dynamics and incorporate into existing account strategy and plan.

- Also drive collections. Increase market share and also share of wallet with the customer.

Offering/Competency Development :

- Support the solutions teams with customer perspectives and competitive intelligence to develop new vertical and horizontal solutions.

- Showcase solutions as a strategic fit for the customer organisation through workshops, boot camps and strategy meets.

- Push for higher value/value added services and solutions to the customer in line with offerings.

- Capture and create integrated opportunities with end-to-end solution delivery requirements.

- Exemplify leadership in conferences, meets and seminars, by presenting thought leadership and connecting with key customers.