Key Accounts Manager

Job Description (Deliverables, Decision level, Demonstrate & Dimensions)

Job Title: Account Manager- Government Accounts

Job Level:Sr.Manager

Function: Sales Location: Reporting to: Business Manager

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 Page 2 of 2 Confidential Decision level Prime: Final Decision Making authority, accountable to the Management Shared: Decisions reached jointly with peers on a collective basis Contributory: Makes a major contribution to a decision or policy judgment reached by others 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:

• Asstt Mgr:5 – 6 years’ Enterprise Sales experience in the Govt sector/ PSUs preferably from telco/system integrator industry
• Manager: 7+ years’ Enterprise Sales experience in the Govt sector/ PSUs preferably from telco/system integrator industry Dimensions Impact of position on :

i) Revenue : Data – Rs 100 mn & Voice – Rs 300 mn ii) OB : 80 Mn ~ 120 Mn Impact on customers :

ii) ii) Type of customers Mainly Internal Mainly External Fair mix of Internal & External No. of Subordinates : i) Direct: NIL ii)Indirect: NIL.