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Key Account Manager-Government
4 weeks ago
Purpose of the Job
Responsible for end-to-end telecom & connectivity needs of a set of Government/ PSU Accounts. Ensures achievement of the Sales & Revenue targets, by selling Core Data Services ( MPLS, ILL, VSAT, NLD ) , Non Core Data Services ( Collaboration Video/Audio, Network Integration, Data Center Managed Services, Cloud Services, IoT ) Voice Solutions ( Mobility & Fixed Line ) in line with the government bids/ tenders. Deliverables (Maximum 5-6 key responsibilities)
Deliverables
Build strategic relationship with key decision makers in the assigned accounts
Stay up-to-date with the tendering, process/ compliances in the segment
Ensure diligent bid management with the bid managers and the TSG team
Driving revenue enhancement in the accounts (both Data and Voice) though effective account management, along-with retention and timely collection of the existing revenue
Augment solution selling, and drive new product penetration in emerging markets
Co-ordinate with the cross functional teams, both internally (TSG, CE, Networks, etc) and externally (Partners, Vendors, Clients, etc) to ensure business target achievements and meeting customer expectations on service delivery.
Ensure the account business target achievement on: Order booking, Revenues, Collections, New Account identification and Churn control
Business processes: Comply and follow business processes both internal and external in line with government Policies
Major Challenges:
To work in alignment with processes on Data and Voice
To work on retention of existing revenue as well and grow new products.
Stakeholder Management and building strong relationships in the Accounts
Demonstrate (Key competencies)
Thorough knowledge of tendering business in Govt /PSU industry (Must)
Zeal to tackle new challenges.
Knowledge of Sell through business in large & complex project
Commercial Acumen
Customer Service Orientation
Key Account Planning & Management
Executive Presence – ability to handle CXO discussions
Enterprise & nex generation Product Knowledge
Ability to devise creative ideas to attract the target customer’s attention
Liaising with the key stakeholders
Educational Level
Must have:
MBA or equivalent
Preferred:
B. Tech. + MBA
Working Experience
Must have:
7+ years’ Enterprise Sales experience in the Govt sector/ PSUs preferably from telco/system integrator industry
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