Job Description

Job Family Descriptor
Role: GM- Sales (Client Partner)

Location: Mumbai

Individual Contributor
Purpose of your Role
Drive deep and strategic customer engagement in the assigned set of Enterprise accounts. This specifies a complete account ownership and responsibility for new order booking (OB) and Revenue, growing into of the account. The requirement is to have deeper penetration within accounts by beating and displacing incumbents where applicable. This includes improving product penetration ratio (PPR)). The role is responsible to drive achievement of sales targets (OB) through sales planning, prospecting, relationship building, opportunity identification, qualification, deal pursuit and closure within the assigned account sets. The seller will continually seek to increase wallet share within the targeted accounts and meet or exceed the OB and Revenue targets ensuring minimal churn impacts on the overall portfolio.
You will be accountable for (Key Responsibilities)

Main drivers for success:
Ensuring revenue increases through newly acquired customers and an incremental wallet share from or customers

Achieving assigned OB targets

Market penetration and new account, and then cross-selling into account to improve PPR

Reducing churn over current market share

Developing digital deal funnel and driving pursuit strategy closure

Attaining domain knowledge, creating account development plans

You have (Qualification and exp)
Minimum qualification & experience

Bachelors and/or equivalent experience. MBA or equivalent preferred. Minimum 15 years of enterprise sales experience. Should have worked with technology services companies (telecom, hardware, software, applications, cloud services) in account management role.

Technical Competencies

Any Technical Sales Certification in Cloud, Hosting, Security , UCC & Managed Services would be preferred . Certified Technology Consultant; Certified Technical Sales Professional; Certified in Data Analytics & Management like accreditations would be an added advantage.

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Desired Skill sets

Has significant experience (~ 15 years) in managing Enterprise accounts

Experience in sales motion cadence associated with forecasting, SFDC management, pipeline/funnel build

Extensive experience in building executive relationships with key customer stakeholders

Expertise in drafting a Go to market plan/ customer acquisition strategy

Preferable Industry : SI or Telecom or Technology (Telecom Vertical), and Experience in managing BFSI/Manufacturing Accounts.