Account Manager

2 weeks ago


bangalore, India HCLTech Full time
Job Description: Account Manager –Semiconductor Vertical
Key responsibilities: Focus on Semiconductor segment in India – primarily focusing on the captives of SEMI companies like Synopsys, Cadence, Global Foundries etc. - Opening some of these accounts in India and farming and growing few, Driving growth for Engineering Research & Development services, IT Infrastructure & Application development services, Digital Process Operations Services, HCL Software portfolio.
This role will report into Global Head of Semi Strategic Account Mgmt.
.
Sales & Business Development
Focus on India Captive centers in the Semiconductor Segment
Identify opportunities to grow HCL’s business and build a plan to maintain a healthy pipeline of projects.
Present HCLTech solutions & offerings
Understand client requirements and propose right HCLTech Solutions, services & IP Solutions
Collaborate with pre-sales, Centre of Excellence team to prepare proactive proposals, SOWs and present to customer.
Negotiate contract parameters and Service Level Agreements
Review and approve all commercials being submitted to client and ensure deal closure.
Responsible for complete Order booking, Revenue, Profit & Loss tracking, and reporting
Client Relationship Management
Cold calling and lead generation. Work with inside sales team and pre-sales team on the lead generation.
Open accounts and build rapport with key stake holders and also Build trust & long-term relationship.
Manage customer interactions and communication.
Active lead management for customer enquiries and responding to RFIs and RFPs
Conduct monthly governance & Quarterly steering committee meetings with relevant stakeholders.
Review with customer periodic basis project health dashboard and tracking of key issues.
Maintain opportunities in CRM software for management visibility and analysis.
Develop Business Strategies
Work with delivery and sales support to develop Offerings/Propositions for each customer. Work with other Sales Leaders in other Geos focusing on the same accounts.
Understand client’s future roadmap and draft strategy to grow business.
Preparation of quarterly forecast and business plans
Conduct workshops and business reviews to provide solutions on common client challenges.
Focus on HCL’s key areas and try to market them to clients.
Understand competitor’s landscape and devise a counter measure strategy.
Devising a plan to maximize stakeholder mapping.
Work with alliances & ecosystems to position new software/hardware solutions.
Conflict Management and Resolution
First point of escalation for any issues raised by the client.
Provide quick resolution to any issues raised by the client.
Enhance customer experience by effective grievance handling, communication management and resource management.
Prioritize the areas of conflict, find a creative solution acceptable to everyone and develop a plan to work towards it in a timely manner.
Ensure proper communication to client’s Sr. Leadership & Client Partner
Qualifications :
Bachelor’s degree in engineering with minimum of 6 years relevant experience in Service Sales.
Experience in Engineering Sales and/or IT Enterprise Sales is essential. Master’s in business management degree is desirable.
Experience in Semiconductor domain/Product Mfg domain is desirable.
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