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