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GM - Convergence BD

Job Req ID:  37956

Mumbai, IN

Function:  VIBS

Vodafone Idea Limited is an Aditya Birla Group and Vodafone Group partnership. It is India’s leading telecom service provider. The Company provides pan India Voice and Data services across 2G, 3G and 4G platform. With the large spectrum portfolio to support the growing demand for data and voice, the company is committed to deliver delightful customer experiences and contribute towards creating a truly ‘Digital India’ by enabling millions of citizens to connect and build a better tomorrow. The Company is developing infrastructure to introduce newer and smarter technologies, making both retail and enterprise customers future ready with innovative offerings, conveniently accessible through an ecosystem of digital channels as well as extensive on-ground presence. The Company is listed on National Stock Exchange (NSE) and Bombay Stock Exchange (BSE) in India.


Regional Convergence Lead – Strategic Accounts

Job Level/ Designation

M3 – GM Convergence BD

Function / Department

Strategic Accounts



Job Purpose

This position is responsible for growing Regional Fixed Line & Cloud Business working in collaboration with the front line sales teams. The incumbent shall execute differentiated strategies for the National Strategic Accounts and Clsuter Strategic Accounts in the region to be able to capture revenue market share, deliver DB and consistent growth y-o-y. This role also collaborates between various cross functional teams to enable business and address issues, process improvements, System builds etc

Key Result Areas/Accountabilities

  • Fixed Line Strategy

To devise and execute product specific strategy for each vertical (NSA and CSA) and acceleration plans with the objective of building robust Fixed Line business

  • Order Booking

To plan and consistently deliver Order Booking targets by building robust funnel, creating techno-commercial propositions and enabling large break through deals in the region

  • Revenue (DB Target) & Margin

To achieve and exceed the revenue targets by structuring the deals, optimizing capex, multi-year Contracts, maximizing margins and reducing the Order to Cash Cycle (Briefcase time, Customer acceptance, On-Hold and cancellations etc)

  • RMS & PPI

To consistently gain revenue market share of Fixed line products from Co-Create, P&S High and Low account and increase the product penetration Index and crack new logos

  • Acceleration Plan

To run regional initiatives / programs to bridge or accelerate FL revenues and also contribute in strengthening the product portfolio and process improvement initiatives

Core Competencies, Knowledge, Experience

  • Strong knowledge of Fixed Line products (GMPLS, IPLC, ILL, IP Transit, DCI, Managed Services, Colo, DC services, SaaS etc) & Focus products (SDWAN, Managed SIP, Security products, Unified Comms etc)
  • Ability to hold conversations with the Global & Large Enterprise customers (CXOs) and position Vodafone FL & Cloud products & Services
  • Experience in enabling large & complex FL deals which address critical customer networks and are aligned with the customer’s network strategy
  • Fair understanding of Market prices and proven experience of leading large Commercial negotiations
  • Understanding of various Fixed line Networks across verticals (BFSI, Manufacturing, Retail, Services, OTT, Technology etc)
  • Collaborate across Cross functional teams, Managing conflicts, support Decision making

Must have technical / professional qualifications

  • B.E.
  • Plus MBA (Preferred)
  • Candidate with Techno-commercial background will have an advantage

Vodafone Idea Limited (formerly Idea Cellular Limited)
An Aditya Birla Group & Vodafone partnership