Deputy General Manager - Enterprise Account Manager - IT

DGM- Enterprise Account Manager

Designation DGM- Sales (Account Manager)

Locationn: Pune

Reports to AVP- Sales

Team Direct Reportees Individual Contributor

About the Function Sales :

- Purpose of your Role Drive deep and strategic customer engagement in the assigned set of Enterprise accounts. This specifies a complete account ownership and responsibility for new order booking (OB) and Revenue, growing into of the account. The requirement is to have deeper penetration within accounts by beating and displacing incumbents where applicable.

- This includes improving product penetration ratio (PPR)). The role is responsible to drive achievement of sales targets (OB) through sales planning, prospecting, relationship building, opportunity identification, qualification, deal pursuit and closure within the assigned account sets. The seller will continually seek to increase wallet share within the targeted accounts and meet or exceed the OB and Revenue targets ensuring minimal churn impacts on the overall portfolio.

You will be accountable for:

(Key Responsibilities) Main drivers for success:

- Ensuring revenue increases through newly acquired customers and an incremental wallet share from or customers

- Achieving assigned OB targets

- Market penetration and new account , and then cross-selling into account to improve PPR

- Reducing churn over current market share

- Developing digital deal funnel and driving pursuit strategy closure

- Attaining domain knowledge, creating account development plans

You have :

(Qualification and exp) Minimum qualification & experience :

- Bachelors and/or equivalent experience. MBA or eqivalent preferred.

- Minimum 10 years of enterprise sales experience.

- Should have worked with technology services companies (telecom, hardware, software, applications, cloud services) in account management role.

Technical Competencies :

Any Technical Sales Certification in Cloud , Hosting , Security , UCC & Managed Services would be preffered . Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management like accreditions would be an added advantage .

Desired Skill sets :

- Has significant experience (~ 10-20 years) in managing Enterprise accounts

- Experience in sales motion cadence associated with forecasting, SFDC management, pipeline/funnel build

- Extensive experience in building executive relationships with key customer stakeholders

- Expertise in drafting a Go to market plan/ customer acquisition strategy

- Preferable Industry : SI