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, rapid 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

- Apply the learning in own Customer scenario

Must have technical / professional qualifications

- MBA with Engineering background

- Sales and cross functional work Experience of more than 8+Years

Strong Leadership Skills

📌 AGM - National Accounts (India)
🏢 Nameless
📍 India