Agm - National Accounts

Job Req ID: 39055- Location: Mumbai, IN- Function: VIBS- About:
**Role**

National Account Manager

**Band**

M2

**Location**

Mumbai

**Job Purpose**
- To manage the National customer relationship for Mumbai HQ accounts
- Build Relationship with the Key Buying centre ( C- Levels) to influence deals Nationally
- Drive profitable revenue growth
- Deliver the best in class customer experience to our customers
- Ring fencing customer base, acquiring new customers.
- Increased market share from integrated product, service, mobile solution offerings, and fixed data product, WAN, LAN, SIP, WiFi, Data centre, IOT etc

**Key Result Areas/Accountabilities**

**Revenue and New business**
- Deliver Revenue / TCV growth target in line with the DB
- Create opportunities for participation in Large deals
- C - Level Customer stakeholder engagement and escalation contact for all customer experience
- Engagement with various stakeholders to deliver the revenue growth for strategic accounts
- Create opportunities with focus on products as IPVPN, Cloud & Hosting, SD- WAN, MPLS, IOT, Fixed Voice, Mobility, etc
- Drive Digital Workshops with cross functional teams of customer

**Engagement**
- Own multi touch points and engagements in Customer organisation and internally
- Expand the buying centre and engage with multiple contacts ( not limiting to Procurement, IT, Admin)
- Engage cross functionally to deliver a quality experience to the Customer
- Manage virtual teams including delivery, solution, service, collections
- Ensure governance of QBR’s and other reviews with customer
- Develop deep understanding of the customer telecom spend and our Share of Wallet (SOW).

**Process Management**
- Build discipline of usage of internal tools like 1SF/ ESMS as appropriate and maintain forecast accuracy
- Adherence of sales processes including tariff approvals, Bid management, order management, A/c enlistment etc.
- Ensure correct forecasting and commits as per DB target
- Maintain at least 4X funnel (X being DB Target)

**Core Competencies, Knowledge, Experience**

**Competencies**
- Experience in managing global and a track record of global accounts/ enterprise solution selling
- Experience in complex change management and operating in a matrix, fast moving and technical environment.
- Experience in working in multi-cultural environment ability to manage an international and distributed team.
- Team player, strong influence and relationship management skills, customer centric.
- Strong communication and decision making skills
- ability to balance conflicting interests and ability to lead in a high-growth, high-uncertainty environments

**Knowledge**
- Good knowledge of mobility, fixed and other communication technologies, technical sales background preferable.
- Preferably worked with IT/ ITES/ BPO organizations

**Learning**:

- To learn new products and services so as to be updated with the Customer needs and market trends

**Must have technical / professional qualifications**
- MBA with Engineering background
- Sales and cross functional work Experience of more than 8+Years

Strong Leadership Skills