AGM-Solution-Strategic Accounts

Job Req ID:  19458

Mumbai, IN

Function:  VIBS


Solution Manager – Strategic Accounts

Job Level/ Designation

M2  - Solution Manager Reporting to Cluster Solution Head

Function / Department

VIBS Solution


Mumbai Circle\Corporate

Job Purpose

Vodafone Idea business services (VIBS) is Enterprise vertical of VIL which is one of the largest telecom service provider in India with > 200 K+ enterprise. Our business solution engages with the Enterprise market across enterprises comprising Strategic & Large Accounts to support multiple innovative propositions across Multiple product portfolios such as Connectivity & Collaboration, Mobile Analytics, IOT, SD-Wan, Security, and Cloud domain. The role of a Solution Manager is to become the trusted technical advisor to designated Strategic Accounts and design fit for purpose solutions to achieve the sales objectives. Individual is also expected to demonstrate consultative approach to increase new product penetration and technology adoption in the defined market segment.

Key Result Areas/Accountabilities

  • Customer engagement – high face time with customers to understand their technical requirements and provide relevant solutions to enhance VIBS win ratio.
  • Large deal focus: Demonstrate consultative selling approach to develop deeper understanding of customer Telecom & IT strategy and propose solution leveraging on VIBS products & partner led propositions.
  • New Product Penetration: Be the early ambassadors and champions for new products to develop POC, use cases, increase market adoption and achieve scale.
  • First time Right design – Ensure adherence to VIBS solution governance process for all complex/transformational opportunities to maintain the right balance between incremental revenue and Operating cost.
  • RFP/Tender technical support – Ensure timely response to all the qualified RFP’s and tenders from solution perspective to ensure bid submission and differentiate us against competition.
  • Focus on Large/transformational deals across multiple technology towers to ensure incremental revenue achievement as per the defined targets.
  • 100% Solutions to be implementable and revenue recognition to begin as per the agreed design.
  • Support the Account Managers for planning the account specific engagement strategies and execution of the plans.
  • Capability Improvement- Chose any one technology domain to become subject matter expert. Assess the capabilities and plan for the developments through self- learning and organisation supported programs.
  • Support the VIBS Segment specific business improvement initiatives- Support the segment specific initiatives and drive results.

Key performance indicators [max 3]:


  • Order Booking / Revenue Achievement across segments for non-mobility voice services, Execution of Segment specific projects and ensure the Revenue achievement of all the segments as per the targets.
  • 100% Solutions to be implementable and revenue recognition to begin as per the contract. Review of Sales funnel, Opportunity Win vs. Loss details and build action plans to improve the RMS of Vodafone in chosen segment/territory.
  • Capability enhancement through learning and certifications. Complete min 1 industry accepted certification program every year.

Core Competencies, Knowledge, Experience

  • 10 - 15 years of experience in Telecom / IT Technology domain
  • Hands on Technology and implementation exposure to Transmission technologies like DWDM, SDH, Ethernet, IP/MPLS, SIP, Collaboration, IOT, security etc. Good understanding of Data Centre, Cloud, IT integration and managed services.
  • Good understanding of the Enterprise Customer requirements and unique skills to build solutions by making use of the core technologies
  • Good techno-commercial and market experience
  • Customer interaction and CXO level engagement.
  • Ability to learn new things faster and articulate with good presentation and documentation skills

Must have technical / professional qualifications

  • Engineering Graduate /Post Graduate
  • Preferred - Master's in Business Administration (Preferred - Telecom Management)
  • Good blend of telecom domain and technical skills
  • Technology certifications from leading OEM’s like Cisco/Juniper/Azure/Amazon etc.
  • Understanding of Six Sigma, ITIL, TL9000 etc. process & Service frameworks would be preferred.