AGM - National Accounts
Description :
Role : National Account Manager
Band : M2
Location : Mumbai
Job Purpose :
- To manage the National customer relationship for Mumbai HQ accounts
- Build Relationship with the Key Buying centre ( C- Levels) to influence deals Nationally
- Drive profitable revenue growth
- Deliver the best in class customer experience to our customers
- Ring fencing customer base, acquiring new customers.
- Increased market share from integrated product, service, mobile solution offerings, and fixed data product, WAN, LAN, SIP, WiFi, Data centre, IOT etc
Key Result Areas/Accountabilities :
Revenue and New business :
- Deliver Revenue / TCV growth target in line with the DB
- Create opportunities for participation in Large deals
- C - Level Customer stakeholder engagement and escalation contact for all customer experience
- Engagement with various stakeholders to deliver the revenue growth for strategic accounts
- Create opportunities with focus on products as IPVPN, Cloud & Hosting, SD- WAN, MPLS, IOT, Fixed Voice, Mobility, etc
- Drive Digital Workshops with cross functional teams of customer
Engagement :
- Own- multi touch points and engagements in Customer- organisation and internally
- Expand the buying centre and engage with multiple contacts ( not limiting to Procurement, IT, Admin)
- Engage cross functionally to deliver a quality experience to the Customer
- Manage virtual teams including delivery, solution, service, collections
- Ensure governance of QBR's and other reviews with customer
- Develop deep understanding of the customer telecom spend and our Share of Wallet (SOW).
Process Management :
- Build discipline of usage of internal tools like 1SF/ ESMS- as appropriate and maintain forecast accuracy
- Adherence of sales processes including tariff approvals, Bid management, order management, A/c enlistment etc.
- Ensure correct forecasting and commits as per DB target
- Maintain at least 4X funnel (X being DB Target)
Core Competencies, Knowledge, Experience :
Competencies :
- Experience in managing global and a track record of global accounts/ enterprise solution selling
- Experience in complex change management and operating in a matrix, fast moving and technical environment.
- Experience in working in multi-cultural environment ability to manage an international and distributed team.
- Team player, strong influence and relationship management skills, customer centric.
- Strong communication and decision making skills- ability to balance conflicting interests and ability to lead in a high-growth, high-uncertainty environments
Knowledge :
- Good knowledge of mobility, fixed and other communication technologies, technical sales background preferable.
- Preferably worked with IT/ ITES/ BPO organizations
Learning :
- To learn new products and services so as to be updated with the Customer needs and market trends
- Apply the learning in own Customer scenario
- Must have technical / professional qualifications
- MBA with Engineering background
- Sales and cross functional work Experience of more than 8+Years
- Strong Leadership Skills
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