Key Account Manager-Government
3 weeks ago
Purpose of the JobResponsible 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 LevelMust have: MBA or equivalentPreferred: B. Tech. + MBA
Working ExperienceMust have: 7+ years’ Enterprise Sales experience in the Govt sector/ PSUs preferably from telco/system integrator industry
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