AGM - National Accounts

Vodafone Idea Limited; Mumbai; On-site; INR 900,000 - 1,500,000; Full time

Job summary

Vodafone Idea Limited (formerly Idea Cellular Limited) in Mumbai seeks a senior enterprise sales professional to manage national customer relationships for HQ accounts. You will build relationships with the buying centre and influence large deals, driving profitable revenue growth and delivering best-in-class customer experience.

The role requires handling multiple stakeholders across IT, procurement, finance, and admin, expanding the buying centre, leading cross-functional delivery teams, and

Qualifications

• MBA with Engineering background.
• Sales and cross functional work experience of 8+ years.
• Experience in managing global/enterprise accounts.

Responsibilities

• Deliver Revenue / TCV growth targets for strategic accounts.
• Engage C–Level stakeholders and expand buying centre for revenue growth.
• Manage multi-touchpoint engagements and cross-functional delivery teams.
• Forecasting and maintaining 4x funnel relative to DB target.

Education

MBA with 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