Job Title:- Account Manager Job Level: Astt Mgr/ Mgr

Function:- Sales Location:

Reporting to:- Business Manager Date:

Purpose of the Job

Responsible for end-to-end telecom & connectivity needs of a set of Corporate Accounts. Ensures achievement of the Sales & Revenue targets, by selling Core Data Services (MPLS, ILL, VSAT, NLD), Non Core Data Services (Collaboration Video/Audio, Network Integration, Data Center Managed Services, Cloud Services, IoT) Voice Solutions (Mobility & Fixed Line) in line with the government bids/ tenders.

Deliverables :

- Build strategic relationship with key decision makers in the assigned accounts

- Stay up-to-date with the tendering, process/ compliances in the segment

- Ensure diligent bid management with the bid managers and the TSG team

- Driving revenue enhancement in the accounts (both Data and Voice) though effective account management, along-with retention and timely collection of the existing revenue

- Augment solution selling, and drive new product penetration in emerging markets

- Co-ordinate with the cross functional teams, both internally (TSG, CE, Networks, etc) and externally (Partners, Vendors, Clients, etc) to ensure business target achievements and meeting customer expectations on service delivery.

- Ensure the account business target achievement on: Order booking, Revenues, Collections, New Account identification and Churn control

- Business processes: Comply and follow business processes both internal and external in line with government Policies

Major Challenges:

- To work in alignment with processes on Data and Voice

- To work on retention of existing revenue as well and grow new products.

- Stakeholder Management and building strong relationships in the Accounts

Decision level :

Prime :

- Final Decision Making authority, accountable to the Management

Shared :

- Decisions reached jointly with peers on a collective basis

Contributory :

- Makes a major contribution to a decision or policy judgment reached by others

Demonstrate :

- Thorough knowledge of tendering business in industry

- Zeal to tackle new challenges.

- Knowledge of Sell through business in large & complex project

- Commercial Acumen

- Customer Service Orientation

- Key Account Planning & Management

- Executive Presence - ability to handle CXO discussions

- Enterprise & nex generation Product Knowledge

- Ability to devise creative ideas to attract the target customer's attention

- Liaising with the key stakeholders

- Good communication & presentation skills (oral and written)

- Result Oriented

- Highly Analytical

- Self-Motivated

- Adapting to changing environment as per organizational needs

- Learning New Technology

Educational Level

Must have :

- MBA or equivalent

Preferred :

- B. Tech. + MBA

Working Experience :

Must have :

- Asstt Mgr : 5 - 6 years- Enterprise Sales experience in the Corporate Sector preferably from telco/system integrator/IT industry

- Manager : 7+ years- Enterprise Sales experience in the Corporate Sector preferably from telco/system integrator/IT industry

Dimensions :

Impact of position on :

i) Revenue : Data - Rs 100 mn & Voice - Rs 300 mn

ii) OB : 80 Mn ~ 120 Mn

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