AGM - National Accounts

Vodafoneidea; Mumbai; On-site; INR 2,500,000 - 4,500,000; Full time

Job summary

Vodafone Idea Limited in Mumbai seeks a senior sales leader to manage national accounts from the Mumbai HQ, building relationships with key buying centers and driving revenue growth.

You will lead multi-contact engagement across procurement, IT and admin, shepherd large deals, and ensure delivery of best-in-class customer experience.

MBA with engineering background and 8+ years in enterprise sales are required; knowledge of IPVPN, Cloud, SD-WAN, MPLS, IoT is advantageous.

Qualifications

• MBA with an engineering background.
• Sales and cross-functional work experience of 8+ years.
• Experience in enterprise solution selling and global accounts.
• Strong communication and relationship management skills.

Responsibilities

• 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.
• 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).
• 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).

Skills

Relationship management

Stakeholder engagement

Strategic sales

Cross-functional collaboration

Education

MBA

Engineering background

Job description

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• 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

• 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
• 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

Vodafone Idea Limited (formerly Idea Cellular Limited) An Aditya Birla Group & Vodafone partnership