Account Manager – Telecommunications

Job title: Account Manager – Telecommunications
Location: Chennai
Experience: 10- 20 years

Roles and Responsibilities:

• Manage a portfolio of accounts in Telecom unit selling all the service lines
• Manage the portfolio revenue and margin goals for the given financial year
• Drive KPIs, SLA’s and evangelize the adoption
• Lead customer relationship representing all service lines as portfolio leader
• Provide delivery oversight to fulfil contractual obligations as per the MSA and SOWs.
• Develop account plans, sales growth strategy and execute the same
• Interface with Marketing to support brand-building initiatives among potential customers
• Provide market feedback to the executive management team and identify opportunities that enhance our business and revenue
• Identify and implement comprehensive business development and sales strategies by leveraging Movate service offerings. Also position Movate’s expertise in identified areas, help create unique differentiators
• Define customer strategy / priorities for the practice, based on a clear understanding of customer needs and pain points
• Respond to RFPs working collaboratively with pre-sales and solutions teams
• Collaborate with delivery teams to ensure timely fulfillment of open requirements
• Provide inputs to solutions teams about market trends and competitive intelligence to sharpen solutions
• Identify potential strategic partners, alliances, and relationships on an on-going basis to grow the business
• Drive sales excellence and CSAT in collaboration with the delivery organization

Required and Desired skills:

• 10-20 years of relevant experience in IT Industry
• Should have experience of working with Telecom Clients and should have experience of Client Relationship Management/Account Management, Onshore and offshore delivery models
• Going beyond existing stakeholders, mapping new LOB’s / Stakeholders, and positioning Movate services around Digital Engineer Services
• Understanding of industry business trends and current challenges, and ability to carve potential opportunities based on internal capabilities and offerings
• Proven experience of successful client relationship management and delivering account growth within Microsoft Account
• Proven track record of being able to grow existing book of business be it upsell and cross sell services into other buying centers of the same organization
• Ability to connect and work with business, procurement, and vendor management organizations across multiple functions.
• Ability to work their way up the value chain through proactive proposals and thought leadership.
• Assertive, yet consultative sales acumen.
• A self-starter with a passion for Business Development.
• Strong understanding of market trends and ability to create end-to-end, multifaceted, go-to market strategy for service line.
• Experience in implementing best practices sales methodologies and techniques.
• Develop and optimize a sales pipeline, manage pursuit strategies focused on senior executives to deliver new client wins.
• Track record of meeting and/or over-achieving sales revenue targets by being able to match services offerings with customer needs