AGM - National Accounts

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