Key Account Manager - Government Accounts - IT/Telecom

Role: Account Manager- Government Accounts

Reporting to: Business Manager

Job Level: Manager

Base Location: Delhi

Experience 7 Years+

Qualification - Either full time MBA /B.Tech/ Graduation

Candidate Preference: Enterprise Sales experience in the Govt sector/ PSUs preferably from telecom/system integrator industry

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.

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

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