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AGM - National Accounts

Job Req ID:  39060

Mumbai, IN

Function:  VIBS


National Account Manager





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



  • 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


  • 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


  • Good knowledge of mobility, fixed and other communication technologies, technical sales background preferable.
  • Preferably worked with IT/ ITES/ BPO organizations


  • 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