Director, Customer Account Manager
2 months ago
Drive Sales / Business Development initiatives to grow Transformation Services business in identified within/across the identified account.
Responsible for Sales (Order Booking, Revenue, EBIDTA) targets as per regional Annual Operating Plan (AOP)
Key deliverables include Key stakeholder (Internal + External) management and account management, manage and grow existing business (where applicable), develop new business within the account, add new revenue streams/portfolios within the account.
Plan, drive & deliver 'Managed Services, Networks outsourcing & Consulting' sales for new accounts across specified cluster in Europe.
Transparent and detailed information sharing, detailed reporting on a regular (weekly, fortnightly, monthly) basis as needed by Management across all facets of the role including YTD and pipeline metrics, current effort and initiatives for both self as for the cluster sales team.
This is in the portfolio of Networks and related lifecycle services (Please note: The role does NOT involve selling networks and is a pure 'services' sales role).
Provide inputs to supervisor & teams around strategic sales targets based on market dynamics.
Analyze revenue profile from accounts in different regions.
Define annual sales plans and deliver targets; Provide inputs to marketing around development of annual marketing plan for the strategic accounts.
Execute the complete sales lifecycle for the account from Lead generation, Opportunity qualification, bidding, negotiation and closing deals.
Supported by pre-sales, practices, pricing teams and a large (existing) delivery team dedicated to the account.
Identification and qualification of new opportunities across the account.
Lead in conversion of opportunities by building and leveraging of business relationships with clients
Ensure hygiene of sales processes and systems and drive corrective behavior where required.
Interact with cross-functional teams - service delivery & service assurance - to address customer issues.
Support collection team in resolving delayed collections and customer dependencies and interact with customer stakeholders
Demonstrated experience, knowledge and active relationships across the Telecom account across Europe, with a focus on UK. Additional relationships with Telecom client CxOs across Europe are a plus.
Demonstrated Success of generating new sales in the 'managed services' and 'consulting' portfolios across Telecom Client in the last 3 years.
Specific experience selling services related to Networks (Plan-Design/Build/Run/Service Fulfillment-activation/NOC etc.) Experience building, running and growing a sales team.
Experience of having sold outsourcing / near-shoring / offshoring services in UK, Europe.
Preferably into Telecom clients.
Demonstrable understanding of the Telecom/Communications Service Providers and competition Marketplace in Europe.
Must have access to CxO and CxO-1 level roles across Telecom Client (in the UK and across Europe) who are involved in
Consuming Consulting and Managed Services related to Networks/Telecom
Selecting / Approving partners for delivering such services
Decision making for awarding such business to service providers.
Knowledge of various sales value chain and sales operations.
Good understanding of Telco and Network as a domain, across various lifecycle areas, such as Network Transformation, Audit, Plan/Design, Fulfillment, Assurance etc.
Willing & able to travel extensively in UK and across Europe region, sometimes with short notice.
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