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AGM - National Accounts

Job Req ID:  38649
Location: 

Mumbai, IN

Function:  VIBS
About: 

 

  • 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