General Manager - Government Sales - Telecom/BFS/IT

Broad outline of the Role

Develop and drive implementation of strategy for Government sales (covering Govt accounts not covered either in Global Top X or New Logos) for sub-regions as assigned; Organize and guide team on sales delivery and operations; Develop and deploy marketing initiatives to grow sales; Drive development of technical solutions to support sales; Plan & ensure availability of financial, technical and human resources for the team with the objective of ensuring revenue increase and profitability of Govt segment within the sub-region

- Improving market positioning

- Driving relationships and positioning of company's capabilities within the Govt segment

Purpose - Broad objective of the role

Develop and drive implementation of strategy for Government sales (covering Govt accounts not covered either in Global Top X or New Logos) for sub-regions as assigned; Organize and guide team on sales delivery and operations; Develop and deploy marketing initiatives to grow sales; Drive development of technical solutions to support sales; Plan & ensure availability of financial, technical and human resources for the team with the objective of

- Ensuring revenue increase and profitability of segment within the sub-region

- Improving market positioning

- Driving relationships and positioning of company's capabilities within the Govt segment

- Maximizing operational efficiency around processes within segment sales and strategy within the limits of

No. of direct reportee's : 5-8

Minimum qualification & experience :

Post Graduation in Business Management with graduation in Engineering (preferable) of about 12-16 years of experience in a high-growth industry with exposure to cross-functional management as well as handling multiple markets

Key Responsibilities:

Segment / Regional Strategy:

Lead the strategic planning process of the segment/ sub-region in alignment with the global segment strategy and sub-regional business priorities; Prepare annual business plans and identify key focus areas; Tier the accounts by size and/or opportunity; Split the accounts by clusters of geography or verticals, as required; Allocate resources as per the tiering done; Finalize the annual budget based on past trends, study of inflation numbers and cost estimates for new initiatives for improving sales revenue and acquiring new customers

Sales:

Lead the pipeline development and conversion to achieve the order book by sub-region/ segment; Review, approve and monitor customized account plans in target customer segments; Drive critical sales opportunities; Develop and deploy Sales Revenue and EBITDA targets; Lead the teams to identify, qualify, manage and close sales opportunities; Monitor price erosion and churn; Review and approve opportunity funnel, monthly and quarterly sales forecasts; Monitor sales performance and plan actions and re-alignment of resources based on deviations against sub-region plan

Customer acquisition and stakeholder management:

Identify target customer segments by studying customer trends, consumer behavior, socioeconomic demographics, etc.; Prepare customized strategy for each customer segment; Establish an engagement model with each key customer by identifying stakeholders and mapping them to the corresponding hierarchy within the team; Engage regularly with decision makers within the customer organization to identify potential opportunities; Provide adequate support for deals originated in other regions; Collaborate effectively with internal stakeholders to protect our interests; Participate in external forums and network

Business solutions:

Provide support for resolution of critical issues by drawing on understanding of segment nuances and realities; Provide feedback and clarify expectations of support required from solution engineering team with respect to development of technical solutions, sales support, contract scoping & preparation, back office provisioning, ongoing transactional support for the business unit; Guide team to provide inputs on customer requirement and technical solution needed

Marketing Management:

Give inputs to the marketing team for development of the marketing strategy for the sub-region basis the business strategy; Review and support the development of the marketing plan (with aspects such as type of events, demand generation, investment , outcome expected, target customers, tactics etc.); Share inputs with the team on tactical plans; Work with marketing for the development of the context, content, positioning and collateral for campaigns within the sub-region; Assess success and effectiveness of the marketing campaign as per defined metrics in order to feed into next year's plans

Team Development:

Review workforce plan for the team and make changes as per business priorities; Articulate KPIs and competency requirements; Prepare targets and incentives to reward teams; Drive recruitment process; Hold regular meetings with team to share org. updates, functional priorities, performance updates, resolve issues, etc.; Build a culture of high performance and meritocracy by recommending promotions for right candidates, and implementing an effective, fair and transparent talent management system